{"version":"1.0.0","segments":[{"speaker":"Narrator","startTime":7.529,"endTime":10.229,"body":"Welcome to the IT"},{"speaker":"Narrator","startTime":7.529,"endTime":10.229,"body":"Matters podcast, where we"},{"speaker":"Narrator","startTime":10.229,"endTime":14.819,"body":"explore why it matters and"},{"speaker":"Narrator","startTime":10.229,"endTime":14.819,"body":"matters pertaining to it. Here's"},{"speaker":"Narrator","startTime":14.819,"endTime":16.289,"body":"your host, Aaron Bach."},{"speaker":"Aaron Bock","startTime":17.17,"endTime":20.2,"body":"Welcome again to the"},{"speaker":"Aaron Bock","startTime":17.17,"endTime":20.2,"body":"IT Matters podcast. As you"},{"speaker":"Aaron Bock","startTime":20.2,"endTime":23.41,"body":"heard, I'm your host, Aaron"},{"speaker":"Aaron Bock","startTime":20.2,"endTime":23.41,"body":"Bock, and super excited about"},{"speaker":"Aaron Bock","startTime":23.41,"endTime":26.41,"body":"this episode today, I hope you"},{"speaker":"Aaron Bock","startTime":23.41,"endTime":26.41,"body":"guys have been doing well, we"},{"speaker":"Aaron Bock","startTime":26.41,"endTime":29.89,"body":"are talking to Will Friedrich,"},{"speaker":"Aaron Bock","startTime":26.41,"endTime":29.89,"body":"who is the Director of Strategy"},{"speaker":"Aaron Bock","startTime":29.89,"endTime":34.63,"body":"and Consulting at Experis. Will"},{"speaker":"Aaron Bock","startTime":29.89,"endTime":34.63,"body":"is here in Charlotte. And I'm"},{"speaker":"Aaron Bock","startTime":34.63,"endTime":37.45,"body":"gonna let him introduce himself"},{"speaker":"Aaron Bock","startTime":34.63,"endTime":37.45,"body":"here in a second. But today's"},{"speaker":"Aaron Bock","startTime":37.45,"endTime":40.48,"body":"gonna be a really interesting"},{"speaker":"Aaron Bock","startTime":37.45,"endTime":40.48,"body":"conversation. We've been talking"},{"speaker":"Aaron Bock","startTime":40.48,"endTime":43.63,"body":"a lot about general IT trends,"},{"speaker":"Aaron Bock","startTime":40.48,"endTime":43.63,"body":"we're gonna get a little bit"},{"speaker":"Aaron Bock","startTime":43.63,"endTime":47.2,"body":"deeper today and where Will"},{"speaker":"Aaron Bock","startTime":43.63,"endTime":47.2,"body":"specializes, which is cloud fin"},{"speaker":"Aaron Bock","startTime":47.2,"endTime":50.92,"body":"ops and fin ops. What is that?"},{"speaker":"Aaron Bock","startTime":47.2,"endTime":50.92,"body":"How does it affect us? Very"},{"speaker":"Aaron Bock","startTime":50.92,"endTime":54.25,"body":"excited about this episode"},{"speaker":"Aaron Bock","startTime":50.92,"endTime":54.25,"body":"today, because I think a lot of"},{"speaker":"Aaron Bock","startTime":54.25,"endTime":57.76,"body":"you out there, whether you're in"},{"speaker":"Aaron Bock","startTime":54.25,"endTime":57.76,"body":"IT or in a finance or other"},{"speaker":"Aaron Bock","startTime":57.76,"endTime":60.64,"body":"function, know about the cloud"},{"speaker":"Aaron Bock","startTime":57.76,"endTime":60.64,"body":"have heard about the cloud?"},{"speaker":"Aaron Bock","startTime":60.76,"endTime":63.67,"body":"There's a lot that we do know,"},{"speaker":"Aaron Bock","startTime":60.76,"endTime":63.67,"body":"and there's a lot we don't know."},{"speaker":"Aaron Bock","startTime":63.67,"endTime":68.71,"body":"And I think that what Will does"},{"speaker":"Aaron Bock","startTime":63.67,"endTime":68.71,"body":"is a great general practice that"},{"speaker":"Aaron Bock","startTime":68.71,"endTime":73.0,"body":"we all need to be aware of. So"},{"speaker":"Aaron Bock","startTime":68.71,"endTime":73.0,"body":"before we get too deep, Will I"},{"speaker":"Aaron Bock","startTime":73.0,"endTime":76.18,"body":"will turn it over to you. Thanks"},{"speaker":"Aaron Bock","startTime":73.0,"endTime":76.18,"body":"for joining the show. Do you"},{"speaker":"Aaron Bock","startTime":76.18,"endTime":78.16,"body":"want to tell the listeners a"},{"speaker":"Aaron Bock","startTime":76.18,"endTime":78.16,"body":"little bit about yourself?"},{"speaker":"Will Friedrich","startTime":78.4,"endTime":80.53,"body":"Yeah, sure."},{"speaker":"Will Friedrich","startTime":78.4,"endTime":80.53,"body":"Thanks, Aaron. Thanks for having"},{"speaker":"Will Friedrich","startTime":80.53,"endTime":84.4,"body":"me. Yeah. So again, Will"},{"speaker":"Will Friedrich","startTime":80.53,"endTime":84.4,"body":"Frederick like you mentioned"},{"speaker":"Will Friedrich","startTime":84.4,"endTime":88.27,"body":"Director of Strategy and"},{"speaker":"Will Friedrich","startTime":84.4,"endTime":88.27,"body":"Consulting for Experis. Experis"},{"speaker":"Will Friedrich","startTime":88.3,"endTime":93.31,"body":"is a IT staffing and consulting"},{"speaker":"Will Friedrich","startTime":88.3,"endTime":93.31,"body":"services and solutions provider,"},{"speaker":"Will Friedrich","startTime":93.31,"endTime":97.27,"body":"part of the Manpower brand was"},{"speaker":"Will Friedrich","startTime":93.31,"endTime":97.27,"body":"previously with ettain Group and"},{"speaker":"Will Friedrich","startTime":97.27,"endTime":101.35,"body":"we were recently acquired by"},{"speaker":"Will Friedrich","startTime":97.27,"endTime":101.35,"body":"Manpower and integrated with"},{"speaker":"Will Friedrich","startTime":101.35,"endTime":105.55,"body":"Experis so it's been a whirlwind"},{"speaker":"Will Friedrich","startTime":101.35,"endTime":105.55,"body":"last few months with integration"},{"speaker":"Will Friedrich","startTime":105.55,"endTime":109.84,"body":"and extremely busy and yeah, you"},{"speaker":"Will Friedrich","startTime":105.55,"endTime":109.84,"body":"know, 17 year career for me thus"},{"speaker":"Will Friedrich","startTime":109.84,"endTime":115.42,"body":"far in technology, I've had"},{"speaker":"Will Friedrich","startTime":109.84,"endTime":115.42,"body":"various roles within PMO"},{"speaker":"Will Friedrich","startTime":115.42,"endTime":120.61,"body":"functions, product leadership, a"},{"speaker":"Will Friedrich","startTime":115.42,"endTime":120.61,"body":"lot of software delivery, which,"},{"speaker":"Will Friedrich","startTime":120.64,"endTime":123.94,"body":"you know, curtailed into Agile"},{"speaker":"Will Friedrich","startTime":120.64,"endTime":123.94,"body":"Delivery and DevOps, those types"},{"speaker":"Will Friedrich","startTime":123.94,"endTime":127.78,"body":"of things. Spent some time in IT"},{"speaker":"Will Friedrich","startTime":123.94,"endTime":127.78,"body":"services and infrastructure"},{"speaker":"Will Friedrich","startTime":127.78,"endTime":132.97,"body":"leadership and cloud and some"},{"speaker":"Will Friedrich","startTime":127.78,"endTime":132.97,"body":"TBM consulting. On the personal"},{"speaker":"Will Friedrich","startTime":132.97,"endTime":137.92,"body":"side, the husband proud father"},{"speaker":"Will Friedrich","startTime":132.97,"endTime":137.92,"body":"of two terrific kids and love to"},{"speaker":"Will Friedrich","startTime":137.95,"endTime":141.19,"body":"surf, play golf, you know, very"},{"speaker":"Will Friedrich","startTime":137.95,"endTime":141.19,"body":"young sports, all of that and"},{"speaker":"Will Friedrich","startTime":141.19,"endTime":143.32,"body":"love, you know, college"},{"speaker":"Will Friedrich","startTime":141.19,"endTime":143.32,"body":"football, so college football"},{"speaker":"Will Friedrich","startTime":143.32,"endTime":146.2,"body":"Saturday's around the corner and"},{"speaker":"Will Friedrich","startTime":143.32,"endTime":146.2,"body":"can't wait for that."},{"speaker":"Aaron Bock","startTime":146.35,"endTime":148.33,"body":"Yeah, absolutely."},{"speaker":"Aaron Bock","startTime":146.35,"endTime":148.33,"body":"Before the show, Will was"},{"speaker":"Aaron Bock","startTime":148.33,"endTime":151.33,"body":"telling me because I knew he was"},{"speaker":"Aaron Bock","startTime":148.33,"endTime":151.33,"body":"a Georgia fan. So I assumed the"},{"speaker":"Aaron Bock","startTime":151.33,"endTime":153.43,"body":"whole family was but it sounds"},{"speaker":"Aaron Bock","startTime":151.33,"endTime":153.43,"body":"like there's a little bit of"},{"speaker":"Aaron Bock","startTime":153.43,"endTime":154.75,"body":"conflict in the household."},{"speaker":"Will Friedrich","startTime":154.0,"endTime":159.07,"body":"Yeah, yeah, half"},{"speaker":"Will Friedrich","startTime":154.0,"endTime":159.07,"body":"the family. So my side, Georgia"},{"speaker":"Will Friedrich","startTime":159.07,"endTime":162.37,"body":"Bulldogs. I went to College of"},{"speaker":"Will Friedrich","startTime":159.07,"endTime":162.37,"body":"Charleston, so no football,"},{"speaker":"Will Friedrich","startTime":162.37,"endTime":166.9,"body":"we're still undefeated. My"},{"speaker":"Will Friedrich","startTime":162.37,"endTime":166.9,"body":"wife's there, Buckeyes. So take"},{"speaker":"Will Friedrich","startTime":166.9,"endTime":171.61,"body":"it or leave it. And, and my son,"},{"speaker":"Will Friedrich","startTime":166.9,"endTime":171.61,"body":"he inexplicably found Clemson on"},{"speaker":"Will Friedrich","startTime":171.61,"endTime":174.67,"body":"his own. I think as he was"},{"speaker":"Will Friedrich","startTime":171.61,"endTime":174.67,"body":"coming into football, they won"},{"speaker":"Will Friedrich","startTime":174.67,"endTime":178.45,"body":"the national championship in"},{"speaker":"Will Friedrich","startTime":174.67,"endTime":178.45,"body":"2018. Trevor Lawrence, Tigers,"},{"speaker":"Will Friedrich","startTime":178.45,"endTime":181.99,"body":"Dabo, the energy, the orange, I"},{"speaker":"Will Friedrich","startTime":178.45,"endTime":181.99,"body":"think he just gravitated towards"},{"speaker":"Will Friedrich","startTime":181.99,"endTime":185.41,"body":"it. So he's a Clemson fan. He's"},{"speaker":"Will Friedrich","startTime":181.99,"endTime":185.41,"body":"the black sheep in the college"},{"speaker":"Will Friedrich","startTime":185.41,"endTime":186.4,"body":"football dynamic."},{"speaker":"Aaron Bock","startTime":186.869,"endTime":190.529,"body":"Yeah, maybe they'll"},{"speaker":"Aaron Bock","startTime":186.869,"endTime":190.529,"body":"all be at one conference in"},{"speaker":"Aaron Bock","startTime":190.529,"endTime":194.669,"body":"order to you never know. Well,"},{"speaker":"Aaron Bock","startTime":190.529,"endTime":194.669,"body":"thank you for joining. And I"},{"speaker":"Aaron Bock","startTime":194.669,"endTime":199.079,"body":"guess before we get started,"},{"speaker":"Aaron Bock","startTime":194.669,"endTime":199.079,"body":"because you just mentioned about"},{"speaker":"Aaron Bock","startTime":199.079,"endTime":202.679,"body":"four acronyms that I think maybe"},{"speaker":"Aaron Bock","startTime":199.079,"endTime":202.679,"body":"some listeners might not know."},{"speaker":"Aaron Bock","startTime":202.979,"endTime":207.539,"body":"So you said TBM? Can you can you"},{"speaker":"Aaron Bock","startTime":202.979,"endTime":207.539,"body":"just define TBM for the"},{"speaker":"Aaron Bock","startTime":207.539,"endTime":209.849,"body":"listeners just so they get a"},{"speaker":"Aaron Bock","startTime":207.539,"endTime":209.849,"body":"little bit more your background?"},{"speaker":"Will Friedrich","startTime":210.389,"endTime":212.909,"body":"Sure. So that's"},{"speaker":"Will Friedrich","startTime":210.389,"endTime":212.909,"body":"technology business management,"},{"speaker":"Will Friedrich","startTime":213.059,"endTime":217.439,"body":"which is a larger governing"},{"speaker":"Will Friedrich","startTime":213.059,"endTime":217.439,"body":"model for IT and business"},{"speaker":"Will Friedrich","startTime":217.439,"endTime":221.339,"body":"structure organizations that are"},{"speaker":"Will Friedrich","startTime":217.439,"endTime":221.339,"body":"focused on their IT operations,"},{"speaker":"Will Friedrich","startTime":221.519,"endTime":226.199,"body":"cloud thin ups, it becomes part"},{"speaker":"Will Friedrich","startTime":221.519,"endTime":226.199,"body":"of that as companies begin to"},{"speaker":"Will Friedrich","startTime":226.379,"endTime":230.159,"body":"adopt the cloud more and more."},{"speaker":"Will Friedrich","startTime":226.379,"endTime":230.159,"body":"PMO was another one, you know,"},{"speaker":"Will Friedrich","startTime":230.159,"endTime":233.969,"body":"project and program management"},{"speaker":"Will Friedrich","startTime":230.159,"endTime":233.969,"body":"office. So in a lot of"},{"speaker":"Will Friedrich","startTime":233.969,"endTime":236.249,"body":"instances, and in my experience,"},{"speaker":"Will Friedrich","startTime":233.969,"endTime":236.249,"body":"it's been helping to lead a"},{"speaker":"Will Friedrich","startTime":236.249,"endTime":239.279,"body":"shared service across an"},{"speaker":"Will Friedrich","startTime":236.249,"endTime":239.279,"body":"enterprise where we help to"},{"speaker":"Will Friedrich","startTime":239.279,"endTime":243.659,"body":"manage and run various"},{"speaker":"Will Friedrich","startTime":239.279,"endTime":243.659,"body":"technology projects from IT"},{"speaker":"Will Friedrich","startTime":243.659,"endTime":247.799,"body":"operations, systems, support"},{"speaker":"Will Friedrich","startTime":243.659,"endTime":247.799,"body":"upgrades, app dev, all of those"},{"speaker":"Will Friedrich","startTime":247.799,"endTime":248.399,"body":"types of things."},{"speaker":"Aaron Bock","startTime":248.909,"endTime":252.299,"body":"Great. So you said"},{"speaker":"Aaron Bock","startTime":248.909,"endTime":252.299,"body":"seven, you've had a 17 year"},{"speaker":"Aaron Bock","startTime":252.299,"endTime":257.969,"body":"career in IT or around IT. And"},{"speaker":"Aaron Bock","startTime":252.299,"endTime":257.969,"body":"now cloud fin ops is kind of a"},{"speaker":"Aaron Bock","startTime":257.969,"endTime":262.589,"body":"specialty. But Cloud has not"},{"speaker":"Aaron Bock","startTime":257.969,"endTime":262.589,"body":"really been around for 17 years"},{"speaker":"Aaron Bock","startTime":262.589,"endTime":266.849,"body":"in the in the mass media or in"},{"speaker":"Aaron Bock","startTime":262.589,"endTime":266.849,"body":"mass companies. So when did you"},{"speaker":"Aaron Bock","startTime":266.849,"endTime":270.539,"body":"start dealing with the cloud"},{"speaker":"Aaron Bock","startTime":266.849,"endTime":270.539,"body":"working with the cloud become"},{"speaker":"Aaron Bock","startTime":270.539,"endTime":274.139,"body":"interested in the cloud? How did"},{"speaker":"Aaron Bock","startTime":270.539,"endTime":274.139,"body":"it start? Just give a little"},{"speaker":"Aaron Bock","startTime":274.139,"endTime":275.309,"body":"more details there?"},{"speaker":"Will Friedrich","startTime":275.249,"endTime":278.909,"body":"Sure. For me,"},{"speaker":"Will Friedrich","startTime":275.249,"endTime":278.909,"body":"personally, in my career, it"},{"speaker":"Will Friedrich","startTime":278.909,"endTime":283.829,"body":"started around 2015 2016. I was"},{"speaker":"Will Friedrich","startTime":278.909,"endTime":283.829,"body":"working for an IT integrator,"},{"speaker":"Will Friedrich","startTime":284.219,"endTime":288.089,"body":"based in Charlotte and our data"},{"speaker":"Will Friedrich","startTime":284.219,"endTime":288.089,"body":"center practice and our security"},{"speaker":"Will Friedrich","startTime":288.089,"endTime":291.479,"body":"practice started to get into"},{"speaker":"Will Friedrich","startTime":288.089,"endTime":291.479,"body":"Cisco's Software Defined"},{"speaker":"Will Friedrich","startTime":291.479,"endTime":294.539,"body":"Networking offering which was"},{"speaker":"Will Friedrich","startTime":291.479,"endTime":294.539,"body":"cloud based and they were"},{"speaker":"Will Friedrich","startTime":294.539,"endTime":298.589,"body":"starting to acquire different"},{"speaker":"Will Friedrich","startTime":294.539,"endTime":298.589,"body":"private cloud platforms to help"},{"speaker":"Will Friedrich","startTime":298.589,"endTime":303.389,"body":"enable that kind of technology."},{"speaker":"Will Friedrich","startTime":298.589,"endTime":303.389,"body":"And the fin ops piece came much,"},{"speaker":"Will Friedrich","startTime":303.419,"endTime":307.049,"body":"much later. I mean, as a cost"},{"speaker":"Will Friedrich","startTime":303.419,"endTime":307.049,"body":"management discipline for the"},{"speaker":"Will Friedrich","startTime":307.049,"endTime":311.699,"body":"cloud, it's really, I would say,"},{"speaker":"Will Friedrich","startTime":307.049,"endTime":311.699,"body":"three years old, in terms of a"},{"speaker":"Will Friedrich","startTime":311.699,"endTime":315.059,"body":"real concentrated focus. Cloud"},{"speaker":"Will Friedrich","startTime":311.699,"endTime":315.059,"body":"providers services have been"},{"speaker":"Will Friedrich","startTime":315.059,"endTime":320.459,"body":"around in the case of Amazon,"},{"speaker":"Will Friedrich","startTime":315.059,"endTime":320.459,"body":"AWS, as early as 2006. But then"},{"speaker":"Will Friedrich","startTime":320.459,"endTime":324.239,"body":"focusing on the cost impact of"},{"speaker":"Will Friedrich","startTime":320.459,"endTime":324.239,"body":"that as a discipline, you know,"},{"speaker":"Will Friedrich","startTime":324.269,"endTime":327.509,"body":"2018 2019, around that"},{"speaker":"Will Friedrich","startTime":324.269,"endTime":327.509,"body":"timeframe. So there's roughly a"},{"speaker":"Will Friedrich","startTime":327.509,"endTime":331.559,"body":"12 year gap between when the"},{"speaker":"Will Friedrich","startTime":327.509,"endTime":331.559,"body":"capabilities were available,"},{"speaker":"Will Friedrich","startTime":331.679,"endTime":334.829,"body":"migrations really started to"},{"speaker":"Will Friedrich","startTime":331.679,"endTime":334.829,"body":"move in that direction. And"},{"speaker":"Will Friedrich","startTime":334.829,"endTime":338.369,"body":"then, you know, a decade later,"},{"speaker":"Will Friedrich","startTime":334.829,"endTime":338.369,"body":"people are starting to realize"},{"speaker":"Will Friedrich","startTime":338.369,"endTime":342.479,"body":"that there is a need to focus on"},{"speaker":"Will Friedrich","startTime":338.369,"endTime":342.479,"body":"the cost impact,"},{"speaker":"Aaron Bock","startTime":342.51,"endTime":345.63,"body":"what is the reason"},{"speaker":"Aaron Bock","startTime":342.51,"endTime":345.63,"body":"you think, for the 12 year gap"},{"speaker":"Aaron Bock","startTime":345.63,"endTime":349.02,"body":"for people started becoming"},{"speaker":"Aaron Bock","startTime":345.63,"endTime":349.02,"body":"interested in in fin ops, and"},{"speaker":"Aaron Bock","startTime":349.02,"endTime":351.03,"body":"really cost optimization of the"},{"speaker":"Aaron Bock","startTime":349.02,"endTime":351.03,"body":"cloud?"},{"speaker":"Will Friedrich","startTime":351.33,"endTime":353.46,"body":"Yeah, and I"},{"speaker":"Will Friedrich","startTime":351.33,"endTime":353.46,"body":"think from the providers, you"},{"speaker":"Will Friedrich","startTime":353.46,"endTime":357.06,"body":"know, taking the big three, for"},{"speaker":"Will Friedrich","startTime":353.46,"endTime":357.06,"body":"example, you know, across AWS"},{"speaker":"Will Friedrich","startTime":357.06,"endTime":360.99,"body":"and Azure GCP, you know, within"},{"speaker":"Will Friedrich","startTime":357.06,"endTime":360.99,"body":"their, their platforms, they've"},{"speaker":"Will Friedrich","startTime":360.99,"endTime":365.49,"body":"had cost management tools to"},{"speaker":"Will Friedrich","startTime":360.99,"endTime":365.49,"body":"various degrees, with its cost"},{"speaker":"Will Friedrich","startTime":365.49,"endTime":369.51,"body":"Explorer for AWS, the cost"},{"speaker":"Will Friedrich","startTime":365.49,"endTime":369.51,"body":"manager piece, the cost"},{"speaker":"Will Friedrich","startTime":369.51,"endTime":372.3,"body":"management portal for Azure. And"},{"speaker":"Will Friedrich","startTime":369.51,"endTime":372.3,"body":"so but that's kind of been in a"},{"speaker":"Will Friedrich","startTime":372.36,"endTime":376.05,"body":"in a vacuum, what the cloud fin"},{"speaker":"Will Friedrich","startTime":372.36,"endTime":376.05,"body":"ops discipline and through the"},{"speaker":"Will Friedrich","startTime":376.05,"endTime":379.05,"body":"fin ops foundation is attempting"},{"speaker":"Will Friedrich","startTime":376.05,"endTime":379.05,"body":"to do is say, there's a much"},{"speaker":"Will Friedrich","startTime":379.05,"endTime":383.16,"body":"more intentional and consistent"},{"speaker":"Will Friedrich","startTime":379.05,"endTime":383.16,"body":"orchestration of different"},{"speaker":"Will Friedrich","startTime":383.16,"endTime":384.96,"body":"stakeholders across an"},{"speaker":"Will Friedrich","startTime":383.16,"endTime":384.96,"body":"organization that should be"},{"speaker":"Will Friedrich","startTime":384.96,"endTime":388.56,"body":"paying attention to this, as"},{"speaker":"Will Friedrich","startTime":384.96,"endTime":388.56,"body":"opposed to engineers pushing a"},{"speaker":"Will Friedrich","startTime":388.56,"endTime":392.22,"body":"button and making a purchase in"},{"speaker":"Will Friedrich","startTime":388.56,"endTime":392.22,"body":"a vacuum. And as opposed to the"},{"speaker":"Will Friedrich","startTime":392.22,"endTime":394.32,"body":"finance and back office"},{"speaker":"Will Friedrich","startTime":392.22,"endTime":394.32,"body":"function, looking at their"},{"speaker":"Will Friedrich","startTime":394.32,"endTime":397.92,"body":"reporting in a vacuum. And if"},{"speaker":"Will Friedrich","startTime":394.32,"endTime":397.92,"body":"these two groups aren't talking,"},{"speaker":"Will Friedrich","startTime":398.01,"endTime":400.77,"body":"you're still going to get"},{"speaker":"Will Friedrich","startTime":398.01,"endTime":400.77,"body":"surprised when you have over"},{"speaker":"Will Friedrich","startTime":400.77,"endTime":404.55,"body":"provisioning that leads to cost"},{"speaker":"Will Friedrich","startTime":400.77,"endTime":404.55,"body":"overruns, you overcommit your"},{"speaker":"Will Friedrich","startTime":404.55,"endTime":408.09,"body":"vacancies too high, you know,"},{"speaker":"Will Friedrich","startTime":404.55,"endTime":408.09,"body":"all those types of things. So I"},{"speaker":"Will Friedrich","startTime":408.09,"endTime":411.24,"body":"really think that this, this"},{"speaker":"Will Friedrich","startTime":408.09,"endTime":411.24,"body":"emergence of different"},{"speaker":"Will Friedrich","startTime":411.24,"endTime":413.61,"body":"stakeholder groups that"},{"speaker":"Will Friedrich","startTime":411.24,"endTime":413.61,"body":"traditionally don't interact"},{"speaker":"Will Friedrich","startTime":413.61,"endTime":416.46,"body":"with each other, now need to"},{"speaker":"Will Friedrich","startTime":413.61,"endTime":416.46,"body":"come together to keep this"},{"speaker":"Will Friedrich","startTime":416.46,"endTime":420.18,"body":"working consistently. And to"},{"speaker":"Will Friedrich","startTime":416.46,"endTime":420.18,"body":"mature, this focus is really"},{"speaker":"Will Friedrich","startTime":420.18,"endTime":423.27,"body":"important. And two of those"},{"speaker":"Will Friedrich","startTime":420.18,"endTime":423.27,"body":"stakeholder groups are, you"},{"speaker":"Will Friedrich","startTime":423.27,"endTime":426.36,"body":"couldn't be further apart in"},{"speaker":"Will Friedrich","startTime":423.27,"endTime":426.36,"body":"terms of where traditional IT"},{"speaker":"Will Friedrich","startTime":426.36,"endTime":429.54,"body":"was with a central procurement"},{"speaker":"Will Friedrich","startTime":426.36,"endTime":429.54,"body":"group and those types of things"},{"speaker":"Will Friedrich","startTime":429.54,"endTime":433.35,"body":"to where it is now, you know,"},{"speaker":"Will Friedrich","startTime":429.54,"endTime":433.35,"body":"highly distributed, meaning the"},{"speaker":"Will Friedrich","startTime":433.56,"endTime":437.04,"body":"finance and back office team now"},{"speaker":"Will Friedrich","startTime":433.56,"endTime":437.04,"body":"working with engineering, and"},{"speaker":"Will Friedrich","startTime":437.04,"endTime":441.63,"body":"now working with IT ops, and so"},{"speaker":"Will Friedrich","startTime":437.04,"endTime":441.63,"body":"I think, back to your question"},{"speaker":"Will Friedrich","startTime":441.63,"endTime":443.64,"body":"about why did it take so long, I"},{"speaker":"Will Friedrich","startTime":441.63,"endTime":443.64,"body":"think it's because it's this"},{"speaker":"Will Friedrich","startTime":443.64,"endTime":447.48,"body":"recognition of there are groups"},{"speaker":"Will Friedrich","startTime":443.64,"endTime":447.48,"body":"of people that that, within a"},{"speaker":"Will Friedrich","startTime":447.57,"endTime":449.82,"body":"corporate culture need to come"},{"speaker":"Will Friedrich","startTime":447.57,"endTime":449.82,"body":"together and start working"},{"speaker":"Will Friedrich","startTime":449.82,"endTime":452.22,"body":"together in a different way."},{"speaker":"Will Friedrich","startTime":449.82,"endTime":452.22,"body":"It's not as simple as just"},{"speaker":"Will Friedrich","startTime":452.22,"endTime":456.36,"body":"having, you know, a basic cost"},{"speaker":"Will Friedrich","startTime":452.22,"endTime":456.36,"body":"management capability and inside"},{"speaker":"Will Friedrich","startTime":456.36,"endTime":457.59,"body":"of the inside of the tool,"},{"speaker":"Aaron Bock","startTime":457.72,"endTime":460.12,"body":"well, and then I"},{"speaker":"Aaron Bock","startTime":457.72,"endTime":460.12,"body":"guess, you know, what we see"},{"speaker":"Aaron Bock","startTime":460.15,"endTime":462.28,"body":"with our customers is that we've"},{"speaker":"Aaron Bock","startTime":460.15,"endTime":462.28,"body":"got, you know, if you look at"},{"speaker":"Aaron Bock","startTime":462.28,"endTime":466.75,"body":"the bell curve of technology,"},{"speaker":"Aaron Bock","startTime":462.28,"endTime":466.75,"body":"you've got customers who are"},{"speaker":"Aaron Bock","startTime":466.78,"endTime":470.29,"body":"cutting edge, they're way ahead."},{"speaker":"Aaron Bock","startTime":466.78,"endTime":470.29,"body":"They were born in the cloud,"},{"speaker":"Aaron Bock","startTime":470.29,"endTime":472.84,"body":"they're already on all the, you"},{"speaker":"Aaron Bock","startTime":470.29,"endTime":472.84,"body":"know, cloud services, native,"},{"speaker":"Aaron Bock","startTime":472.84,"endTime":475.57,"body":"etc. And then you've got the"},{"speaker":"Aaron Bock","startTime":472.84,"endTime":475.57,"body":"traditional, you know, we're in"},{"speaker":"Aaron Bock","startTime":475.6,"endTime":477.88,"body":"the southeast where there's a"},{"speaker":"Aaron Bock","startTime":475.6,"endTime":477.88,"body":"lot of manufacturing,"},{"speaker":"Aaron Bock","startTime":478.15,"endTime":482.32,"body":"traditional folks, that haven't"},{"speaker":"Aaron Bock","startTime":478.15,"endTime":482.32,"body":"really even kind of said yes to"},{"speaker":"Aaron Bock","startTime":482.32,"endTime":487.21,"body":"the cloud yet. So I think my"},{"speaker":"Aaron Bock","startTime":482.32,"endTime":487.21,"body":"prediction is probably part of"},{"speaker":"Aaron Bock","startTime":487.21,"endTime":491.98,"body":"that reason is that you still"},{"speaker":"Aaron Bock","startTime":487.21,"endTime":491.98,"body":"don't have a 100% adoption in"},{"speaker":"Aaron Bock","startTime":491.98,"endTime":494.59,"body":"the cloud, if you, you know,"},{"speaker":"Aaron Bock","startTime":491.98,"endTime":494.59,"body":"we're getting closer to more"},{"speaker":"Aaron Bock","startTime":494.59,"endTime":498.79,"body":"people accepting it fully. But"},{"speaker":"Aaron Bock","startTime":494.59,"endTime":498.79,"body":"my question for you would be,"},{"speaker":"Aaron Bock","startTime":498.91,"endTime":502.39,"body":"let's go back to, before we get"},{"speaker":"Aaron Bock","startTime":498.91,"endTime":502.39,"body":"into really deep into Cloud fin"},{"speaker":"Aaron Bock","startTime":502.39,"endTime":504.91,"body":"ops, and, and that the"},{"speaker":"Aaron Bock","startTime":502.39,"endTime":504.91,"body":"collaboration between"},{"speaker":"Aaron Bock","startTime":504.91,"endTime":508.75,"body":"departments, I think we hear a"},{"speaker":"Aaron Bock","startTime":504.91,"endTime":508.75,"body":"lot, you know, from like a CFO"},{"speaker":"Aaron Bock","startTime":508.75,"endTime":512.47,"body":"or CEO, like, why, why change?"},{"speaker":"Aaron Bock","startTime":508.75,"endTime":512.47,"body":"Why go to the cloud? What are"},{"speaker":"Aaron Bock","startTime":512.47,"endTime":516.85,"body":"the benefits? So maybe speak to"},{"speaker":"Aaron Bock","startTime":512.47,"endTime":516.85,"body":"that? You know, for those folks"},{"speaker":"Aaron Bock","startTime":516.85,"endTime":520.27,"body":"that are listening, that are not"},{"speaker":"Aaron Bock","startTime":516.85,"endTime":520.27,"body":"on the cloud? Or we're very"},{"speaker":"Aaron Bock","startTime":520.27,"endTime":522.79,"body":"little on the cloud? Like, why"},{"speaker":"Aaron Bock","startTime":520.27,"endTime":522.79,"body":"should they even consider it?"},{"speaker":"Aaron Bock","startTime":522.79,"endTime":525.64,"body":"Why are all these big companies"},{"speaker":"Aaron Bock","startTime":522.79,"endTime":525.64,"body":"and why is there so much"},{"speaker":"Aaron Bock","startTime":525.64,"endTime":527.29,"body":"emphasis on going to the cloud?"},{"speaker":"Will Friedrich","startTime":527.0,"endTime":529.689,"body":"I think the"},{"speaker":"Will Friedrich","startTime":527.0,"endTime":529.689,"body":"emphasis for going to the cloud"},{"speaker":"Will Friedrich","startTime":529.751,"endTime":533.503,"body":"has been this momentum of the"},{"speaker":"Will Friedrich","startTime":529.751,"endTime":533.503,"body":"architectures of software have"},{"speaker":"Aaron Bock","startTime":532.43,"endTime":651.29,"body":"Do you think that"},{"speaker":"Aaron Bock","startTime":532.43,"endTime":651.29,"body":"was sped up because of COVID. Or"},{"speaker":"Aaron Bock","startTime":533.566,"endTime":537.255,"body":"changed dramatically over the"},{"speaker":"Aaron Bock","startTime":533.566,"endTime":537.255,"body":"last several years. And so in"},{"speaker":"Aaron Bock","startTime":537.318,"endTime":541.07,"body":"terms of companies undertaking a"},{"speaker":"Aaron Bock","startTime":537.318,"endTime":541.07,"body":"digital first strategy, you"},{"speaker":"Aaron Bock","startTime":541.133,"endTime":544.822,"body":"know, you hear about digital"},{"speaker":"Aaron Bock","startTime":541.133,"endTime":544.822,"body":"transformation, those types of"},{"speaker":"Aaron Bock","startTime":544.885,"endTime":547.824,"body":"buzzwords, the underlying"},{"speaker":"Aaron Bock","startTime":544.885,"endTime":547.824,"body":"principle of software"},{"speaker":"Aaron Bock","startTime":547.886,"endTime":551.701,"body":"development in that pursuit is"},{"speaker":"Aaron Bock","startTime":547.886,"endTime":551.701,"body":"service oriented architecture,"},{"speaker":"Aaron Bock","startTime":551.764,"endTime":555.641,"body":"right, highly distributed. And"},{"speaker":"Aaron Bock","startTime":551.764,"endTime":555.641,"body":"anything you could go so far as"},{"speaker":"Aaron Bock","startTime":555.703,"endTime":559.018,"body":"to say, you know, the"},{"speaker":"Aaron Bock","startTime":555.703,"endTime":559.018,"body":"microservices and being able to"},{"speaker":"Aaron Bock","startTime":559.08,"endTime":562.958,"body":"develop with with those types of"},{"speaker":"Aaron Bock","startTime":559.08,"endTime":562.958,"body":"that type of architecture, to"},{"speaker":"Aaron Bock","startTime":563.02,"endTime":566.96,"body":"support that you need a highly"},{"speaker":"Aaron Bock","startTime":563.02,"endTime":566.96,"body":"distributed architecture as code"},{"speaker":"Aaron Bock","startTime":567.022,"endTime":570.337,"body":"architecture as a service to"},{"speaker":"Aaron Bock","startTime":567.022,"endTime":570.337,"body":"facilitate that. So your"},{"speaker":"Aaron Bock","startTime":570.399,"endTime":573.901,"body":"computer, your storage, and"},{"speaker":"Aaron Bock","startTime":570.399,"endTime":573.901,"body":"networking resources have to"},{"speaker":"Aaron Bock","startTime":573.964,"endTime":577.028,"body":"adapt to that type of"},{"speaker":"Aaron Bock","startTime":573.964,"endTime":577.028,"body":"application. And so I think"},{"speaker":"Aaron Bock","startTime":577.091,"endTime":580.78,"body":"that's one of the one of the"},{"speaker":"Aaron Bock","startTime":577.091,"endTime":580.78,"body":"main reasons for for moving to"},{"speaker":"Aaron Bock","startTime":580.843,"endTime":584.22,"body":"the cloud. The other is the"},{"speaker":"Aaron Bock","startTime":580.843,"endTime":584.22,"body":"performance that the cloud"},{"speaker":"Aaron Bock","startTime":584.282,"endTime":588.16,"body":"providers can can provide scale"},{"speaker":"Aaron Bock","startTime":584.282,"endTime":588.16,"body":"infinitely faster than you can"},{"speaker":"Aaron Bock","startTime":588.222,"endTime":592.162,"body":"purchase new gear, refresh your"},{"speaker":"Aaron Bock","startTime":588.222,"endTime":592.162,"body":"hardware, and you're seeing the"},{"speaker":"Aaron Bock","startTime":592.224,"endTime":596.039,"body":"impacts of companies believing"},{"speaker":"Aaron Bock","startTime":592.224,"endTime":596.039,"body":"that notion, the annual growth"},{"speaker":"Aaron Bock","startTime":596.102,"endTime":599.666,"body":"rate for a cloud consumption,"},{"speaker":"Aaron Bock","startTime":596.102,"endTime":599.666,"body":"and it's really, when I say"},{"speaker":"Aaron Bock","startTime":599.729,"endTime":603.231,"body":"cloud consumption, I'm talking"},{"speaker":"Aaron Bock","startTime":599.729,"endTime":603.231,"body":"about infrastructure as a"},{"speaker":"Aaron Bock","startTime":603.293,"endTime":606.92,"body":"service and platform as a"},{"speaker":"Aaron Bock","startTime":603.293,"endTime":606.92,"body":"service. There's various product"},{"speaker":"Aaron Bock","startTime":606.983,"endTime":610.923,"body":"segments, but but those two main"},{"speaker":"Aaron Bock","startTime":606.983,"endTime":610.923,"body":"ones kind of driving things at"},{"speaker":"Aaron Bock","startTime":610.985,"endTime":614.925,"body":"the top, it's growing at a 14,"},{"speaker":"Aaron Bock","startTime":610.985,"endTime":614.925,"body":"15% annual growth rate clip, and"},{"speaker":"Aaron Bock","startTime":614.987,"endTime":618.927,"body":"that number alone doesn't really"},{"speaker":"Aaron Bock","startTime":614.987,"endTime":618.927,"body":"mean much. But when you put it"},{"speaker":"Aaron Bock","startTime":618.99,"endTime":622.742,"body":"in context, and you compare it"},{"speaker":"Aaron Bock","startTime":618.99,"endTime":622.742,"body":"to an annual growth rate with"},{"speaker":"Aaron Bock","startTime":622.804,"endTime":626.557,"body":"traditional IT gear, you know,"},{"speaker":"Aaron Bock","startTime":622.804,"endTime":626.557,"body":"that's growing at about 1.3%."},{"speaker":"Aaron Bock","startTime":626.619,"endTime":630.246,"body":"So, and at some point, and some"},{"speaker":"Aaron Bock","startTime":626.619,"endTime":630.246,"body":"some suggests there was an"},{"speaker":"Aaron Bock","startTime":630.309,"endTime":633.936,"body":"article in, I think, ZDNet,"},{"speaker":"Aaron Bock","startTime":630.309,"endTime":633.936,"body":"through the IDC research, they"},{"speaker":"Aaron Bock","startTime":633.998,"endTime":637.688,"body":"took out an article that said,"},{"speaker":"Aaron Bock","startTime":633.998,"endTime":637.688,"body":"you know, for the first time"},{"speaker":"Aaron Bock","startTime":637.751,"endTime":641.315,"body":"ever, the the forecasted spin"},{"speaker":"Aaron Bock","startTime":637.751,"endTime":641.315,"body":"for for cloud services, you"},{"speaker":"Aaron Bock","startTime":641.378,"endTime":645.13,"body":"know, shared services is going"},{"speaker":"Aaron Bock","startTime":641.378,"endTime":645.13,"body":"to eclipse traditional IT for"},{"speaker":"Aaron Bock","startTime":645.192,"endTime":649.07,"body":"the first time in real dollars."},{"speaker":"Aaron Bock","startTime":645.192,"endTime":649.07,"body":"So you're starting to see that"},{"speaker":"Aaron Bock","startTime":651.29,"endTime":653.51,"body":"do you think that that was"},{"speaker":"Aaron Bock","startTime":651.29,"endTime":653.51,"body":"happening already? And COVID"},{"speaker":"Aaron Bock","startTime":653.51,"endTime":657.35,"body":"just Is it coincidence that"},{"speaker":"Aaron Bock","startTime":653.51,"endTime":657.35,"body":"people became more distributed?"},{"speaker":"Will Friedrich","startTime":657.93,"endTime":661.65,"body":"Well, it was"},{"speaker":"Will Friedrich","startTime":657.93,"endTime":661.65,"body":"happening before. COVID"},{"speaker":"Will Friedrich","startTime":661.65,"endTime":665.88,"body":"certainly had an impact, but it"},{"speaker":"Will Friedrich","startTime":661.65,"endTime":665.88,"body":"was more than just COVID. At the"},{"speaker":"Will Friedrich","startTime":665.88,"endTime":669.51,"body":"time, there was you can imagine"},{"speaker":"Will Friedrich","startTime":665.88,"endTime":669.51,"body":"a lot of the cloud providers,"},{"speaker":"Will Friedrich","startTime":669.78,"endTime":672.42,"body":"their sales forces, their"},{"speaker":"Will Friedrich","startTime":669.78,"endTime":672.42,"body":"reseller channels, their partner"},{"speaker":"Will Friedrich","startTime":672.42,"endTime":676.8,"body":"groups really began to push"},{"speaker":"Will Friedrich","startTime":672.42,"endTime":676.8,"body":"cloud services, which is good"},{"speaker":"Will Friedrich","startTime":676.8,"endTime":681.09,"body":"because the performance, it is"},{"speaker":"Will Friedrich","startTime":676.8,"endTime":681.09,"body":"in some respects, a better"},{"speaker":"Will Friedrich","startTime":681.09,"endTime":685.89,"body":"performing IT infrastructure"},{"speaker":"Will Friedrich","startTime":681.09,"endTime":685.89,"body":"than what you're using on prem"},{"speaker":"Will Friedrich","startTime":685.89,"endTime":688.53,"body":"it provided that your use cases"},{"speaker":"Will Friedrich","startTime":685.89,"endTime":688.53,"body":"aligned with what you need it"},{"speaker":"Will Friedrich","startTime":688.53,"endTime":690.99,"body":"for, well, these groups began to"},{"speaker":"Will Friedrich","startTime":688.53,"endTime":690.99,"body":"really push that and so"},{"speaker":"Will Friedrich","startTime":690.99,"endTime":694.26,"body":"companies got caught up in it."},{"speaker":"Will Friedrich","startTime":690.99,"endTime":694.26,"body":"And the way that you provision"},{"speaker":"Will Friedrich","startTime":694.26,"endTime":696.66,"body":"cloud services is completely"},{"speaker":"Will Friedrich","startTime":694.26,"endTime":696.66,"body":"different than the way that you"},{"speaker":"Will Friedrich","startTime":696.66,"endTime":700.05,"body":"do it on on prem. And a lot of"},{"speaker":"Will Friedrich","startTime":696.66,"endTime":700.05,"body":"companies got caught up in the"},{"speaker":"Will Friedrich","startTime":700.05,"endTime":703.05,"body":"just like for like matching,"},{"speaker":"Will Friedrich","startTime":700.05,"endTime":703.05,"body":"whatever we're doing on prem,"},{"speaker":"Will Friedrich","startTime":703.05,"endTime":705.27,"body":"Let's replicate that in the"},{"speaker":"Will Friedrich","startTime":703.05,"endTime":705.27,"body":"cloud, we're simply just going"},{"speaker":"Will Friedrich","startTime":705.27,"endTime":708.39,"body":"to lift and shift it, and they"},{"speaker":"Will Friedrich","startTime":705.27,"endTime":708.39,"body":"over provisioned. And then on"},{"speaker":"Will Friedrich","startTime":708.39,"endTime":710.49,"body":"top of that, they started"},{"speaker":"Will Friedrich","startTime":708.39,"endTime":710.49,"body":"looking at all the discounts"},{"speaker":"Will Friedrich","startTime":710.49,"endTime":713.16,"body":"they could achieve, if they"},{"speaker":"Will Friedrich","startTime":710.49,"endTime":713.16,"body":"commit to certain resources in"},{"speaker":"Will Friedrich","startTime":713.16,"endTime":717.96,"body":"advance, commit to certain"},{"speaker":"Will Friedrich","startTime":713.16,"endTime":717.96,"body":"terms. And so then they over"},{"speaker":"Will Friedrich","startTime":717.96,"endTime":720.54,"body":"commit, so now you're burning"},{"speaker":"Will Friedrich","startTime":717.96,"endTime":720.54,"body":"the candle at both ends, you"},{"speaker":"Will Friedrich","startTime":720.54,"endTime":722.37,"body":"don't have the right"},{"speaker":"Will Friedrich","startTime":720.54,"endTime":722.37,"body":"architecture in the cloud,"},{"speaker":"Will Friedrich","startTime":722.52,"endTime":727.29,"body":"you're overpaying for your"},{"speaker":"Will Friedrich","startTime":722.52,"endTime":727.29,"body":"prepaid service, you're not"},{"speaker":"Will Friedrich","startTime":727.29,"endTime":730.17,"body":"using it the way that you"},{"speaker":"Will Friedrich","startTime":727.29,"endTime":730.17,"body":"purchased it. And so now you"},{"speaker":"Will Friedrich","startTime":730.17,"endTime":732.6,"body":"have a mismatch. And then they"},{"speaker":"Will Friedrich","startTime":730.17,"endTime":732.6,"body":"get their cloud bills. And"},{"speaker":"Will Friedrich","startTime":732.6,"endTime":736.41,"body":"they're huge. And they don't"},{"speaker":"Will Friedrich","startTime":732.6,"endTime":736.41,"body":"know why. And in a lot of cases,"},{"speaker":"Will Friedrich","startTime":736.41,"endTime":738.96,"body":"they don't know where this is"},{"speaker":"Will Friedrich","startTime":736.41,"endTime":738.96,"body":"coming from. So I think that"},{"speaker":"Will Friedrich","startTime":738.96,"endTime":742.26,"body":"that's the cloud adoption has"},{"speaker":"Will Friedrich","startTime":738.96,"endTime":742.26,"body":"really accelerated, but there"},{"speaker":"Will Friedrich","startTime":742.26,"endTime":746.13,"body":"was kind of this synthetic"},{"speaker":"Will Friedrich","startTime":742.26,"endTime":746.13,"body":"business driver that got people"},{"speaker":"Will Friedrich","startTime":746.28,"endTime":750.81,"body":"kind of backwards. And now, you"},{"speaker":"Will Friedrich","startTime":746.28,"endTime":750.81,"body":"know, you read about CIOs doing"},{"speaker":"Will Friedrich","startTime":750.81,"endTime":753.54,"body":"the unthinkable there, they're"},{"speaker":"Will Friedrich","startTime":750.81,"endTime":753.54,"body":"moving back, they're taking"},{"speaker":"Will Friedrich","startTime":753.54,"endTime":756.99,"body":"things back out and building,"},{"speaker":"Will Friedrich","startTime":753.54,"endTime":756.99,"body":"you know, on prem data centers,"},{"speaker":"Will Friedrich","startTime":756.99,"endTime":760.35,"body":"and investing more in that"},{"speaker":"Will Friedrich","startTime":756.99,"endTime":760.35,"body":"because they either migrated"},{"speaker":"Will Friedrich","startTime":760.35,"endTime":764.4,"body":"inappropriately did it too soon,"},{"speaker":"Will Friedrich","startTime":760.35,"endTime":764.4,"body":"too fast too much. And they"},{"speaker":"Will Friedrich","startTime":764.4,"endTime":767.85,"body":"didn't really give themselves"},{"speaker":"Will Friedrich","startTime":764.4,"endTime":767.85,"body":"the right ROI window based on"},{"speaker":"Will Friedrich","startTime":767.85,"endTime":771.69,"body":"the level of their investment."},{"speaker":"Will Friedrich","startTime":767.85,"endTime":771.69,"body":"So they they invest. And the"},{"speaker":"Will Friedrich","startTime":771.69,"endTime":775.14,"body":"level of investment probably"},{"speaker":"Will Friedrich","startTime":771.69,"endTime":775.14,"body":"needed a five to seven year ROI"},{"speaker":"Will Friedrich","startTime":775.29,"endTime":779.19,"body":"window. And they've got a two"},{"speaker":"Will Friedrich","startTime":775.29,"endTime":779.19,"body":"year horizon and it doesn't"},{"speaker":"Will Friedrich","startTime":779.37,"endTime":781.5,"body":"match. And they're, they're"},{"speaker":"Will Friedrich","startTime":779.37,"endTime":781.5,"body":"moving back."},{"speaker":"Aaron Bock","startTime":782.1,"endTime":785.16,"body":"So let's come back"},{"speaker":"Aaron Bock","startTime":782.1,"endTime":785.16,"body":"to that, because we've seen some"},{"speaker":"Aaron Bock","startTime":785.16,"endTime":788.73,"body":"of it. And I'm interested to"},{"speaker":"Aaron Bock","startTime":785.16,"endTime":788.73,"body":"hear your perspective. Let's go"},{"speaker":"Aaron Bock","startTime":788.73,"endTime":792.48,"body":"back to the you know, maybe it's"},{"speaker":"Aaron Bock","startTime":788.73,"endTime":792.48,"body":"the CFO or the CEO who goes to a"},{"speaker":"Aaron Bock","startTime":792.48,"endTime":797.19,"body":"conference or hears this or is"},{"speaker":"Aaron Bock","startTime":792.48,"endTime":797.19,"body":"hearing it from others, you need"},{"speaker":"Aaron Bock","startTime":797.19,"endTime":800.01,"body":"to be considering the cloud, you"},{"speaker":"Aaron Bock","startTime":797.19,"endTime":800.01,"body":"said something just there."},{"speaker":"Aaron Bock","startTime":800.01,"endTime":804.15,"body":"That's really important, if you"},{"speaker":"Aaron Bock","startTime":800.01,"endTime":804.15,"body":"have the right use cases. So"},{"speaker":"Aaron Bock","startTime":804.24,"endTime":807.36,"body":"like if you're talking to that"},{"speaker":"Aaron Bock","startTime":804.24,"endTime":807.36,"body":"CFO who's not sure because"},{"speaker":"Aaron Bock","startTime":807.36,"endTime":810.63,"body":"they're not as intimate with it,"},{"speaker":"Aaron Bock","startTime":807.36,"endTime":810.63,"body":"as you know, an IT director or"},{"speaker":"Aaron Bock","startTime":810.63,"endTime":815.04,"body":"CIO or someone like that. What"},{"speaker":"Aaron Bock","startTime":810.63,"endTime":815.04,"body":"are the general use cases for"},{"speaker":"Aaron Bock","startTime":815.04,"endTime":818.79,"body":"cloud at this point? And then I"},{"speaker":"Aaron Bock","startTime":815.04,"endTime":818.79,"body":"would ask you like, what advice"},{"speaker":"Aaron Bock","startTime":818.79,"endTime":822.09,"body":"would you give them to start,"},{"speaker":"Aaron Bock","startTime":818.79,"endTime":822.09,"body":"like figuring out well, how do"},{"speaker":"Aaron Bock","startTime":822.09,"endTime":825.63,"body":"we go to the cloud? Is it 100%?"},{"speaker":"Aaron Bock","startTime":822.09,"endTime":825.63,"body":"Like, what percentage is the"},{"speaker":"Aaron Bock","startTime":825.63,"endTime":827.1,"body":"right percentage for us?"},{"speaker":"Will Friedrich","startTime":827.34,"endTime":830.61,"body":"Yeah, I think"},{"speaker":"Will Friedrich","startTime":827.34,"endTime":830.61,"body":"the big thing is how much of"},{"speaker":"Will Friedrich","startTime":830.61,"endTime":834.57,"body":"your business is being driven by"},{"speaker":"Will Friedrich","startTime":830.61,"endTime":834.57,"body":"a technology experience that"},{"speaker":"Will Friedrich","startTime":834.57,"endTime":837.6,"body":"that needs to be readily"},{"speaker":"Will Friedrich","startTime":834.57,"endTime":837.6,"body":"available? So you're you're"},{"speaker":"Will Friedrich","startTime":837.6,"endTime":841.98,"body":"talking about these hybrid use"},{"speaker":"Will Friedrich","startTime":837.6,"endTime":841.98,"body":"cases, for service oriented"},{"speaker":"Will Friedrich","startTime":842.01,"endTime":845.73,"body":"infrastructure. It's a lot of"},{"speaker":"Will Friedrich","startTime":842.01,"endTime":845.73,"body":"custom when mobile application"},{"speaker":"Will Friedrich","startTime":845.73,"endTime":849.69,"body":"development, and how much do you"},{"speaker":"Will Friedrich","startTime":845.73,"endTime":849.69,"body":"need that performance to be at"},{"speaker":"Will Friedrich","startTime":849.69,"endTime":853.44,"body":"its peak, that doesn't mean peak"},{"speaker":"Will Friedrich","startTime":849.69,"endTime":853.44,"body":"usage, and you're maximizing the"},{"speaker":"Will Friedrich","startTime":853.68,"endTime":857.19,"body":"CPU that you're that you're"},{"speaker":"Will Friedrich","startTime":853.68,"endTime":857.19,"body":"trying to drive, but it's how"},{"speaker":"Will Friedrich","startTime":857.19,"endTime":860.19,"body":"much of your business is really"},{"speaker":"Will Friedrich","startTime":857.19,"endTime":860.19,"body":"innovation through through"},{"speaker":"Will Friedrich","startTime":860.19,"endTime":865.29,"body":"software? I think those make"},{"speaker":"Will Friedrich","startTime":860.19,"endTime":865.29,"body":"easier candidates to justify"},{"speaker":"Will Friedrich","startTime":865.38,"endTime":868.32,"body":"migrating because you're gonna"},{"speaker":"Will Friedrich","startTime":865.38,"endTime":868.32,"body":"have a hard time supporting that"},{"speaker":"Will Friedrich","startTime":868.32,"endTime":871.11,"body":"software innovation and"},{"speaker":"Will Friedrich","startTime":868.32,"endTime":871.11,"body":"supporting your application"},{"speaker":"Will Friedrich","startTime":871.11,"endTime":874.56,"body":"development teams long term, if"},{"speaker":"Will Friedrich","startTime":871.11,"endTime":874.56,"body":"you're limiting them with just"},{"speaker":"Will Friedrich","startTime":874.56,"endTime":876.72,"body":"what you've been able to"},{"speaker":"Will Friedrich","startTime":874.56,"endTime":876.72,"body":"purchase in a one or three year"},{"speaker":"Will Friedrich","startTime":876.72,"endTime":878.76,"body":"cycle in an on prem data center."},{"speaker":"Aaron Bock","startTime":879.09,"endTime":881.58,"body":"Can you give an"},{"speaker":"Aaron Bock","startTime":879.09,"endTime":881.58,"body":"example like you can be any"},{"speaker":"Aaron Bock","startTime":881.58,"endTime":884.79,"body":"company in the world? You know,"},{"speaker":"Aaron Bock","startTime":881.58,"endTime":884.79,"body":"probably probably one that"},{"speaker":"Aaron Bock","startTime":884.79,"endTime":887.31,"body":"people have heard of, like, what"},{"speaker":"Aaron Bock","startTime":884.79,"endTime":887.31,"body":"would be an example of someone"},{"speaker":"Aaron Bock","startTime":887.31,"endTime":890.46,"body":"who's innovating through"},{"speaker":"Aaron Bock","startTime":887.31,"endTime":890.46,"body":"software in your eyes? Like how"},{"speaker":"Aaron Bock","startTime":890.46,"endTime":893.04,"body":"are they doing that? Like just"},{"speaker":"Aaron Bock","startTime":890.46,"endTime":893.04,"body":"so that our listeners if they're"},{"speaker":"Aaron Bock","startTime":893.04,"endTime":898.05,"body":"not as if they're not as exposed"},{"speaker":"Aaron Bock","startTime":893.04,"endTime":898.05,"body":"to this concept? They understand"},{"speaker":"Aaron Bock","startTime":898.05,"endTime":898.26,"body":"it?"},{"speaker":"Will Friedrich","startTime":898.96,"endTime":901.39,"body":"Yeah, I think"},{"speaker":"Will Friedrich","startTime":898.96,"endTime":901.39,"body":"SAAS companies may make really"},{"speaker":"Will Friedrich","startTime":901.39,"endTime":904.06,"body":"good that software as a service"},{"speaker":"Will Friedrich","startTime":901.39,"endTime":904.06,"body":"companies make good candidates"},{"speaker":"Will Friedrich","startTime":904.06,"endTime":906.79,"body":"for this. They're not the only"},{"speaker":"Will Friedrich","startTime":904.06,"endTime":906.79,"body":"ones. I mean, huge enterprises"},{"speaker":"Will Friedrich","startTime":906.79,"endTime":909.1,"body":"that are in all kinds of"},{"speaker":"Will Friedrich","startTime":906.79,"endTime":909.1,"body":"industries segments are moving"},{"speaker":"Will Friedrich","startTime":909.1,"endTime":911.98,"body":"to the cloud, and rightfully so"},{"speaker":"Will Friedrich","startTime":909.1,"endTime":911.98,"body":"that they're moving all their"},{"speaker":"Will Friedrich","startTime":911.98,"endTime":915.25,"body":"production workloads, their"},{"speaker":"Will Friedrich","startTime":911.98,"endTime":915.25,"body":"websites, all their traffic to"},{"speaker":"Will Friedrich","startTime":915.25,"endTime":919.72,"body":"the cloud. But I the the"},{"speaker":"Will Friedrich","startTime":915.25,"endTime":919.72,"body":"example, I always use is the"},{"speaker":"Will Friedrich","startTime":919.72,"endTime":922.39,"body":"Netflix model, but it's not"},{"speaker":"Will Friedrich","startTime":919.72,"endTime":922.39,"body":"relegated to just companies like"},{"speaker":"Will Friedrich","startTime":922.39,"endTime":925.81,"body":"Netflix anymore. You know,"},{"speaker":"Will Friedrich","startTime":922.39,"endTime":925.81,"body":"almost every company that we"},{"speaker":"Will Friedrich","startTime":925.81,"endTime":928.99,"body":"deal with, is building software"},{"speaker":"Will Friedrich","startTime":925.81,"endTime":928.99,"body":"and enabling technology inside"},{"speaker":"Will Friedrich","startTime":928.99,"endTime":931.63,"body":"of their four walls, just like"},{"speaker":"Will Friedrich","startTime":928.99,"endTime":931.63,"body":"Netflix would that they're"},{"speaker":"Will Friedrich","startTime":931.63,"endTime":934.18,"body":"building services. They're"},{"speaker":"Will Friedrich","startTime":931.63,"endTime":934.18,"body":"they're building software"},{"speaker":"Will Friedrich","startTime":934.21,"endTime":937.27,"body":"themselves. And they're"},{"speaker":"Will Friedrich","startTime":934.21,"endTime":937.27,"body":"investing in their application"},{"speaker":"Will Friedrich","startTime":937.27,"endTime":940.12,"body":"development, as opposed to"},{"speaker":"Will Friedrich","startTime":937.27,"endTime":940.12,"body":"simply just outsourcing it and"},{"speaker":"Will Friedrich","startTime":940.12,"endTime":942.34,"body":"says, Oh, well, that company"},{"speaker":"Will Friedrich","startTime":940.12,"endTime":942.34,"body":"developed our website, they"},{"speaker":"Will Friedrich","startTime":942.34,"endTime":944.71,"body":"built this app, I don't really"},{"speaker":"Will Friedrich","startTime":942.34,"endTime":944.71,"body":"know, you know, we really own"},{"speaker":"Will Friedrich","startTime":944.71,"endTime":948.22,"body":"the code and that sort of thing."},{"speaker":"Will Friedrich","startTime":944.71,"endTime":948.22,"body":"So I think Netflix is a great"},{"speaker":"Will Friedrich","startTime":948.22,"endTime":952.03,"body":"example. It's that software as a"},{"speaker":"Will Friedrich","startTime":948.22,"endTime":952.03,"body":"service, and the underlying"},{"speaker":"Will Friedrich","startTime":952.03,"endTime":955.33,"body":"infrastructure that supports"},{"speaker":"Will Friedrich","startTime":952.03,"endTime":955.33,"body":"that is coming from coming from"},{"speaker":"Will Friedrich","startTime":955.33,"endTime":955.87,"body":"the cloud."},{"speaker":"Aaron Bock","startTime":956.29,"endTime":958.03,"body":"I think that's a"},{"speaker":"Aaron Bock","startTime":956.29,"endTime":958.03,"body":"really good example. And I"},{"speaker":"Aaron Bock","startTime":958.03,"endTime":961.27,"body":"think, if I remember, and I"},{"speaker":"Aaron Bock","startTime":958.03,"endTime":961.27,"body":"can't cite the source, but"},{"speaker":"Aaron Bock","startTime":961.27,"endTime":964.87,"body":"Netflix was one of the largest"},{"speaker":"Aaron Bock","startTime":961.27,"endTime":964.87,"body":"cloud spends in like one of the"},{"speaker":"Aaron Bock","startTime":964.87,"endTime":967.3,"body":"last couple years, I forget"},{"speaker":"Aaron Bock","startTime":964.87,"endTime":967.3,"body":"which cloud they're in, but"},{"speaker":"Aaron Bock","startTime":967.75,"endTime":971.53,"body":"their their cloud spend was"},{"speaker":"Aaron Bock","startTime":967.75,"endTime":971.53,"body":"enormous, but they could show an"},{"speaker":"Aaron Bock","startTime":971.53,"endTime":976.15,"body":"ROI because of all of the other"},{"speaker":"Aaron Bock","startTime":971.53,"endTime":976.15,"body":"factors that they don't have to"},{"speaker":"Aaron Bock","startTime":976.15,"endTime":979.3,"body":"deal with with traditional"},{"speaker":"Aaron Bock","startTime":976.15,"endTime":979.3,"body":"infrastructure. As we look"},{"speaker":"Aaron Bock","startTime":979.3,"endTime":982.72,"body":"forward on this podcast, we talk"},{"speaker":"Aaron Bock","startTime":979.3,"endTime":982.72,"body":"a lot about trends, we talk a"},{"speaker":"Aaron Bock","startTime":982.72,"endTime":987.46,"body":"lot about what's happening. So I"},{"speaker":"Aaron Bock","startTime":982.72,"endTime":987.46,"body":"would say the cloud has been a"},{"speaker":"Aaron Bock","startTime":987.46,"endTime":992.62,"body":"trend for I don't know, probably"},{"speaker":"Aaron Bock","startTime":987.46,"endTime":992.62,"body":"since 2015. Or before that, you"},{"speaker":"Aaron Bock","startTime":992.62,"endTime":996.76,"body":"know, you keep hearing about it."},{"speaker":"Aaron Bock","startTime":992.62,"endTime":996.76,"body":"You go to Gartner Seminars, you"},{"speaker":"Aaron Bock","startTime":996.76,"endTime":999.34,"body":"go to different things and"},{"speaker":"Aaron Bock","startTime":996.76,"endTime":999.34,"body":"everyone's cloud cloud cloud."},{"speaker":"Aaron Bock","startTime":999.55,"endTime":1002.76,"body":"2022, I would say when we hear"},{"speaker":"Aaron Bock","startTime":999.55,"endTime":1002.76,"body":"the cloud, think of"},{"speaker":"Aaron Bock","startTime":1002.76,"endTime":1006.09,"body":"hyperscalers, like, define the"},{"speaker":"Aaron Bock","startTime":1002.76,"endTime":1006.09,"body":"cloud, like what is it is just"},{"speaker":"Aaron Bock","startTime":1006.09,"endTime":1010.14,"body":"the hyperscalers? Is it? Is it"},{"speaker":"Aaron Bock","startTime":1006.09,"endTime":1010.14,"body":"you're you're putting"},{"speaker":"Aaron Bock","startTime":1010.14,"endTime":1012.75,"body":"infrastructures of service and"},{"speaker":"Aaron Bock","startTime":1010.14,"endTime":1012.75,"body":"you know, local colo that's"},{"speaker":"Aaron Bock","startTime":1012.75,"endTime":1016.53,"body":"offering it like what is cloud"},{"speaker":"Aaron Bock","startTime":1012.75,"endTime":1016.53,"body":"in your eyes? And what the way a"},{"speaker":"Aaron Bock","startTime":1016.53,"endTime":1018.33,"body":"CFO or CIO should look at it?"},{"speaker":"Will Friedrich","startTime":1018.51,"endTime":1021.3,"body":"Yeah. That's one"},{"speaker":"Will Friedrich","startTime":1018.51,"endTime":1021.3,"body":"of the interesting things about"},{"speaker":"Will Friedrich","startTime":1021.33,"endTime":1025.71,"body":"the cloud now is that there are"},{"speaker":"Will Friedrich","startTime":1021.33,"endTime":1025.71,"body":"1000s of service use available"},{"speaker":"Will Friedrich","startTime":1025.71,"endTime":1028.89,"body":"across different providers to do"},{"speaker":"Will Friedrich","startTime":1025.71,"endTime":1028.89,"body":"different things. But by and"},{"speaker":"Will Friedrich","startTime":1028.89,"endTime":1031.8,"body":"large, if you're talking about"},{"speaker":"Will Friedrich","startTime":1028.89,"endTime":1031.8,"body":"infrastructure as a service,"},{"speaker":"Will Friedrich","startTime":1031.83,"endTime":1034.83,"body":"you're talking about compute"},{"speaker":"Will Friedrich","startTime":1031.83,"endTime":1034.83,"body":"storage, and networking. And"},{"speaker":"Will Friedrich","startTime":1034.83,"endTime":1037.92,"body":"then platform as a service,"},{"speaker":"Will Friedrich","startTime":1034.83,"endTime":1037.92,"body":"you're talking about resources"},{"speaker":"Will Friedrich","startTime":1037.92,"endTime":1040.71,"body":"that are packaged together"},{"speaker":"Will Friedrich","startTime":1037.92,"endTime":1040.71,"body":"either for you've got security"},{"speaker":"Will Friedrich","startTime":1040.71,"endTime":1044.01,"body":"monitoring, you've got"},{"speaker":"Will Friedrich","startTime":1040.71,"endTime":1044.01,"body":"telemetry, monitoring, you've"},{"speaker":"Will Friedrich","startTime":1044.01,"endTime":1047.67,"body":"got certainly containers, right."},{"speaker":"Will Friedrich","startTime":1044.01,"endTime":1047.67,"body":"So you're, you're deploying"},{"speaker":"Will Friedrich","startTime":1047.67,"endTime":1051.36,"body":"containers, and positioning your"},{"speaker":"Will Friedrich","startTime":1047.67,"endTime":1051.36,"body":"service oriented applications"},{"speaker":"Will Friedrich","startTime":1051.36,"endTime":1055.08,"body":"through through containers. And"},{"speaker":"Will Friedrich","startTime":1051.36,"endTime":1055.08,"body":"that's a performance scalable,"},{"speaker":"Will Friedrich","startTime":1055.08,"endTime":1057.39,"body":"being able to have a highly"},{"speaker":"Will Friedrich","startTime":1055.08,"endTime":1057.39,"body":"distributed model to have"},{"speaker":"Will Friedrich","startTime":1057.39,"endTime":1061.05,"body":"software distributed in that"},{"speaker":"Will Friedrich","startTime":1057.39,"endTime":1061.05,"body":"fashion. So you have all those"},{"speaker":"Will Friedrich","startTime":1061.05,"endTime":1064.32,"body":"components. And then you have"},{"speaker":"Will Friedrich","startTime":1061.05,"endTime":1064.32,"body":"all kinds of purchasing options,"},{"speaker":"Will Friedrich","startTime":1064.32,"endTime":1067.71,"body":"pricing models and alternatives"},{"speaker":"Will Friedrich","startTime":1064.32,"endTime":1067.71,"body":"that you're evaluating to figure"},{"speaker":"Will Friedrich","startTime":1067.71,"endTime":1071.1,"body":"out, well, given that that's my"},{"speaker":"Will Friedrich","startTime":1067.71,"endTime":1071.1,"body":"menu, what's the best way to"},{"speaker":"Will Friedrich","startTime":1071.13,"endTime":1076.14,"body":"actually put this into"},{"speaker":"Will Friedrich","startTime":1071.13,"endTime":1076.14,"body":"production. 1000s of use cases,"},{"speaker":"Will Friedrich","startTime":1076.14,"endTime":1078.09,"body":"all dependent on what you're"},{"speaker":"Will Friedrich","startTime":1076.14,"endTime":1078.09,"body":"trying to get out of the"},{"speaker":"Will Friedrich","startTime":1078.09,"endTime":1081.87,"body":"application. But that's really"},{"speaker":"Will Friedrich","startTime":1078.09,"endTime":1081.87,"body":"where cloud thin ops can help"},{"speaker":"Will Friedrich","startTime":1081.87,"endTime":1085.32,"body":"because that discipline is"},{"speaker":"Will Friedrich","startTime":1081.87,"endTime":1085.32,"body":"there's whether it's a central"},{"speaker":"Will Friedrich","startTime":1085.32,"endTime":1088.89,"body":"team, or distributed segment"},{"speaker":"Will Friedrich","startTime":1085.32,"endTime":1088.89,"body":"teams that are working with"},{"speaker":"Will Friedrich","startTime":1088.89,"endTime":1091.92,"body":"product groups, and helping"},{"speaker":"Will Friedrich","startTime":1088.89,"endTime":1091.92,"body":"bridge the gap between finance"},{"speaker":"Will Friedrich","startTime":1091.92,"endTime":1094.86,"body":"and engineering, to help them"},{"speaker":"Will Friedrich","startTime":1091.92,"endTime":1094.86,"body":"understand that if the"},{"speaker":"Will Friedrich","startTime":1094.86,"endTime":1097.77,"body":"engineering team is validating"},{"speaker":"Will Friedrich","startTime":1094.86,"endTime":1097.77,"body":"that this is the architecture"},{"speaker":"Will Friedrich","startTime":1097.77,"endTime":1099.9,"body":"they're going with, and these"},{"speaker":"Will Friedrich","startTime":1097.77,"endTime":1099.9,"body":"are the resources they've"},{"speaker":"Will Friedrich","startTime":1099.9,"endTime":1103.38,"body":"selected, let's make sure that"},{"speaker":"Will Friedrich","startTime":1099.9,"endTime":1103.38,"body":"they've got the right mix. And"},{"speaker":"Will Friedrich","startTime":1103.38,"endTime":1105.87,"body":"let's make sure that we're"},{"speaker":"Will Friedrich","startTime":1103.38,"endTime":1105.87,"body":"making the right purchases to"},{"speaker":"Will Friedrich","startTime":1105.87,"endTime":1108.66,"body":"give them the infrastructure"},{"speaker":"Will Friedrich","startTime":1105.87,"endTime":1108.66,"body":"that they need. It's really"},{"speaker":"Will Friedrich","startTime":1108.66,"endTime":1110.97,"body":"taking all the capabilities you"},{"speaker":"Will Friedrich","startTime":1108.66,"endTime":1110.97,"body":"associated with your on prem"},{"speaker":"Will Friedrich","startTime":1110.97,"endTime":1114.12,"body":"data center, and having somebody"},{"speaker":"Will Friedrich","startTime":1110.97,"endTime":1114.12,"body":"else provide it, you just have"},{"speaker":"Will Friedrich","startTime":1114.12,"endTime":1117.12,"body":"to be much smarter, and much"},{"speaker":"Will Friedrich","startTime":1114.12,"endTime":1117.12,"body":"more deliberate about how you"},{"speaker":"Will Friedrich","startTime":1117.12,"endTime":1120.42,"body":"can consume it. Because it's not"},{"speaker":"Will Friedrich","startTime":1117.12,"endTime":1120.42,"body":"the water cooler that gets"},{"speaker":"Will Friedrich","startTime":1120.42,"endTime":1123.39,"body":"delivered to your office every"},{"speaker":"Will Friedrich","startTime":1120.42,"endTime":1123.39,"body":"month. It's a sprinkler system"},{"speaker":"Will Friedrich","startTime":1123.39,"endTime":1126.15,"body":"that if you don't turn it off,"},{"speaker":"Will Friedrich","startTime":1123.39,"endTime":1126.15,"body":"the bill keeps running. So it's"},{"speaker":"Will Friedrich","startTime":1126.15,"endTime":1128.4,"body":"a completely different metered"},{"speaker":"Will Friedrich","startTime":1126.15,"endTime":1128.4,"body":"billing model."},{"speaker":"Aaron Bock","startTime":1128.87,"endTime":1132.65,"body":"That's a great"},{"speaker":"Aaron Bock","startTime":1128.87,"endTime":1132.65,"body":"analogy for for, I guess, for"},{"speaker":"Aaron Bock","startTime":1132.65,"endTime":1135.47,"body":"the listeners, let's talk a"},{"speaker":"Aaron Bock","startTime":1132.65,"endTime":1135.47,"body":"little bit about specifically"},{"speaker":"Aaron Bock","startTime":1135.47,"endTime":1139.91,"body":"like what you do now for"},{"speaker":"Aaron Bock","startTime":1135.47,"endTime":1139.91,"body":"Experis, like when people engage"},{"speaker":"Aaron Bock","startTime":1139.91,"endTime":1143.27,"body":"you like, because I think what"},{"speaker":"Aaron Bock","startTime":1139.91,"endTime":1143.27,"body":"we what I want to do is define"},{"speaker":"Aaron Bock","startTime":1143.27,"endTime":1146.93,"body":"cloud fin ops, in the sense of"},{"speaker":"Aaron Bock","startTime":1143.27,"endTime":1146.93,"body":"like, what is that for an"},{"speaker":"Aaron Bock","startTime":1146.93,"endTime":1149.78,"body":"organization? Is it a"},{"speaker":"Aaron Bock","startTime":1146.93,"endTime":1149.78,"body":"department? Is it a role under"},{"speaker":"Aaron Bock","startTime":1149.78,"endTime":1153.83,"body":"finance? Is it a role in IT? You"},{"speaker":"Aaron Bock","startTime":1149.78,"endTime":1153.83,"body":"do it as a consultant, like so"},{"speaker":"Aaron Bock","startTime":1153.83,"endTime":1156.89,"body":"when would a customer engage you"},{"speaker":"Aaron Bock","startTime":1153.83,"endTime":1156.89,"body":"and maybe if you can share, you"},{"speaker":"Aaron Bock","startTime":1156.89,"endTime":1162.2,"body":"don't want to share names, but"},{"speaker":"Aaron Bock","startTime":1156.89,"endTime":1162.2,"body":"share an example or a story"},{"speaker":"Aaron Bock","startTime":1162.2,"endTime":1166.34,"body":"about when you've come into a"},{"speaker":"Aaron Bock","startTime":1162.2,"endTime":1166.34,"body":"customer? And it's a mess, or,"},{"speaker":"Aaron Bock","startTime":1166.97,"endTime":1170.66,"body":"they very much need what you do"},{"speaker":"Aaron Bock","startTime":1166.97,"endTime":1170.66,"body":"explain that for our listeners."},{"speaker":"Will Friedrich","startTime":1170.99,"endTime":1174.29,"body":"Yeah, sure. So a"},{"speaker":"Will Friedrich","startTime":1170.99,"endTime":1174.29,"body":"couple of things. One, just in"},{"speaker":"Will Friedrich","startTime":1174.29,"endTime":1178.34,"body":"terms of the term cloud fin ops,"},{"speaker":"Will Friedrich","startTime":1174.29,"endTime":1178.34,"body":"so the reason why I keep putting"},{"speaker":"Will Friedrich","startTime":1178.34,"endTime":1181.58,"body":"cloud in front of that the"},{"speaker":"Will Friedrich","startTime":1178.34,"endTime":1181.58,"body":"organizations that are governing"},{"speaker":"Will Friedrich","startTime":1181.58,"endTime":1185.06,"body":"this, they generally don't they"},{"speaker":"Will Friedrich","startTime":1181.58,"endTime":1185.06,"body":"call it thin ops, in"},{"speaker":"Will Friedrich","startTime":1185.06,"endTime":1187.1,"body":"practicality and then working"},{"speaker":"Will Friedrich","startTime":1185.06,"endTime":1187.1,"body":"with customers. One of the"},{"speaker":"Will Friedrich","startTime":1187.1,"endTime":1189.92,"body":"problems that presents is that"},{"speaker":"Will Friedrich","startTime":1187.1,"endTime":1189.92,"body":"fin ops in general refers to a"},{"speaker":"Will Friedrich","startTime":1189.92,"endTime":1193.01,"body":"collection of financial"},{"speaker":"Will Friedrich","startTime":1189.92,"endTime":1193.01,"body":"operations that a business might"},{"speaker":"Will Friedrich","startTime":1193.01,"endTime":1197.63,"body":"undertake. 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And then the ops"},{"speaker":"Will Friedrich","startTime":1203.6,"endTime":1206.78,"body":"piece coming from a combination"},{"speaker":"Will Friedrich","startTime":1206.78,"endTime":1210.83,"body":"of DevOps and data ops"},{"speaker":"Will Friedrich","startTime":1206.78,"endTime":1210.83,"body":"enablement, that's used to"},{"speaker":"Will Friedrich","startTime":1210.83,"endTime":1214.49,"body":"actually bring financial"},{"speaker":"Will Friedrich","startTime":1210.83,"endTime":1214.49,"body":"management best practices for"},{"speaker":"Will Friedrich","startTime":1214.49,"endTime":1217.82,"body":"the cloud to life. So there is"},{"speaker":"Will Friedrich","startTime":1214.49,"endTime":1217.82,"body":"an engineering discipline within"},{"speaker":"Will Friedrich","startTime":1217.82,"endTime":1221.99,"body":"this. 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Or if they could, where"},{"speaker":"Will Friedrich","startTime":1631.55,"endTime":1635.18,"body":"in the tool, would I use that?"},{"speaker":"Will Friedrich","startTime":1631.55,"endTime":1635.18,"body":"And it's not so much whether or"},{"speaker":"Will Friedrich","startTime":1635.18,"endTime":1637.25,"body":"not they made the right"},{"speaker":"Will Friedrich","startTime":1635.18,"endTime":1637.25,"body":"commitment, or whether or not"},{"speaker":"Will Friedrich","startTime":1637.25,"endTime":1639.74,"body":"they're looking at the right"},{"speaker":"Will Friedrich","startTime":1637.25,"endTime":1639.74,"body":"report, it's that no one really"},{"speaker":"Will Friedrich","startTime":1639.77,"endTime":1642.62,"body":"owned it. So when a condition in"},{"speaker":"Will Friedrich","startTime":1639.77,"endTime":1642.62,"body":"their clients environment"},{"speaker":"Will Friedrich","startTime":1642.62,"endTime":1646.1,"body":"changes, how do you react to"},{"speaker":"Will Friedrich","startTime":1642.62,"endTime":1646.1,"body":"that? If there's a process in"},{"speaker":"Will Friedrich","startTime":1646.1,"endTime":1648.44,"body":"place, and certain people"},{"speaker":"Will Friedrich","startTime":1646.1,"endTime":1648.44,"body":"working on it, they can really"},{"speaker":"Will Friedrich","startTime":1648.44,"endTime":1650.27,"body":"handle any anything that might"},{"speaker":"Will Friedrich","startTime":1648.44,"endTime":1650.27,"body":"come their way?"},{"speaker":"Aaron Bock","startTime":1650.57,"endTime":1653.06,"body":"Do you think the"},{"speaker":"Aaron Bock","startTime":1650.57,"endTime":1653.06,"body":"misscopings that happen or the"},{"speaker":"Aaron Bock","startTime":1653.06,"endTime":1657.44,"body":"lift and shift decision that's"},{"speaker":"Aaron Bock","startTime":1653.06,"endTime":1657.44,"body":"made in a vacuum-- Do you think"},{"speaker":"Aaron Bock","startTime":1657.44,"endTime":1659.51,"body":"that there's something driving"},{"speaker":"Aaron Bock","startTime":1657.44,"endTime":1659.51,"body":"that you think it's lack of"},{"speaker":"Aaron Bock","startTime":1659.51,"endTime":1663.11,"body":"knowledge? Do you think it's"},{"speaker":"Aaron Bock","startTime":1659.51,"endTime":1663.11,"body":"that there are people are"},{"speaker":"Aaron Bock","startTime":1663.11,"endTime":1665.9,"body":"running like a tool one time and"},{"speaker":"Aaron Bock","startTime":1663.11,"endTime":1665.9,"body":"saying, well, like, let's run it"},{"speaker":"Aaron Bock","startTime":1665.9,"endTime":1668.03,"body":"on our environment, and this is"},{"speaker":"Aaron Bock","startTime":1665.9,"endTime":1668.03,"body":"what it's telling us, we should"},{"speaker":"Aaron Bock","startTime":1668.03,"endTime":1671.45,"body":"be in this cloud, and here's how"},{"speaker":"Aaron Bock","startTime":1668.03,"endTime":1671.45,"body":"we should do it. Like, what's"},{"speaker":"Aaron Bock","startTime":1671.45,"endTime":1675.17,"body":"driving that? Because what would"},{"speaker":"Aaron Bock","startTime":1671.45,"endTime":1675.17,"body":"always baffles me is I hear"},{"speaker":"Aaron Bock","startTime":1675.17,"endTime":1677.09,"body":"customers over and over and"},{"speaker":"Aaron Bock","startTime":1675.17,"endTime":1677.09,"body":"over. And if you're in this"},{"speaker":"Aaron Bock","startTime":1677.09,"endTime":1679.79,"body":"space long enough, you hear"},{"speaker":"Aaron Bock","startTime":1677.09,"endTime":1679.79,"body":"that's the problem with the"},{"speaker":"Aaron Bock","startTime":1679.79,"endTime":1682.67,"body":"cloud, the you lift and shift"},{"speaker":"Aaron Bock","startTime":1679.79,"endTime":1682.67,"body":"the costs get out of control,"},{"speaker":"Aaron Bock","startTime":1682.67,"endTime":1685.7,"body":"and then it's hard to manage"},{"speaker":"Aaron Bock","startTime":1682.67,"endTime":1685.7,"body":"them. So you, you know, you"},{"speaker":"Aaron Bock","startTime":1685.7,"endTime":1688.46,"body":"think well, that will never"},{"speaker":"Aaron Bock","startTime":1685.7,"endTime":1688.46,"body":"happen after a couple years when"},{"speaker":"Aaron Bock","startTime":1688.46,"endTime":1692.03,"body":"you hear it every single time"},{"speaker":"Aaron Bock","startTime":1688.46,"endTime":1692.03,"body":"when that's the warning about"},{"speaker":"Aaron Bock","startTime":1692.03,"endTime":1695.72,"body":"the cloud, but it still does all"},{"speaker":"Aaron Bock","startTime":1692.03,"endTime":1695.72,"body":"the time. Why does it happen so"},{"speaker":"Aaron Bock","startTime":1695.72,"endTime":1699.08,"body":"often? Because it just easy to"},{"speaker":"Aaron Bock","startTime":1695.72,"endTime":1699.08,"body":"miss? Is it a is it that people"},{"speaker":"Aaron Bock","startTime":1699.08,"endTime":1701.3,"body":"focus on more than technology?"},{"speaker":"Aaron Bock","startTime":1699.08,"endTime":1701.3,"body":"And they don't think about the"},{"speaker":"Aaron Bock","startTime":1701.3,"endTime":1702.56,"body":"process and the people?"},{"speaker":"Will Friedrich","startTime":1703.89,"endTime":1707.1,"body":"Yeah, that's a"},{"speaker":"Will Friedrich","startTime":1703.89,"endTime":1707.1,"body":"great question. In my experience"},{"speaker":"Will Friedrich","startTime":1707.1,"endTime":1710.67,"body":"and our experience working with"},{"speaker":"Will Friedrich","startTime":1707.1,"endTime":1710.67,"body":"customers, it's that from a"},{"speaker":"Will Friedrich","startTime":1710.7,"endTime":1714.33,"body":"culture and team perspective,"},{"speaker":"Will Friedrich","startTime":1710.7,"endTime":1714.33,"body":"there's the capability teams can"},{"speaker":"Will Friedrich","startTime":1714.33,"endTime":1717.66,"body":"do it. 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What's"},{"speaker":"Will Friedrich","startTime":1726.93,"endTime":1730.89,"body":"missing is the accountability."},{"speaker":"Will Friedrich","startTime":1726.93,"endTime":1730.89,"body":"There's there's no performance"},{"speaker":"Will Friedrich","startTime":1730.89,"endTime":1734.67,"body":"KPI, there's no right sizing"},{"speaker":"Will Friedrich","startTime":1730.89,"endTime":1734.67,"body":"score, there's no show back or"},{"speaker":"Will Friedrich","startTime":1734.67,"endTime":1737.46,"body":"chargeback relative to the spend"},{"speaker":"Will Friedrich","startTime":1734.67,"endTime":1737.46,"body":"impact of their decision."},{"speaker":"Will Friedrich","startTime":1737.64,"endTime":1740.91,"body":"There's nothing that comes back"},{"speaker":"Will Friedrich","startTime":1737.64,"endTime":1740.91,"body":"to them that says, Yeah, you"},{"speaker":"Will Friedrich","startTime":1740.91,"endTime":1743.73,"body":"were able to push that button."},{"speaker":"Will Friedrich","startTime":1740.91,"endTime":1743.73,"body":"But here's, here's what it did."},{"speaker":"Will Friedrich","startTime":1743.91,"endTime":1746.82,"body":"Here's the impact. 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And in"},{"speaker":"Will Friedrich","startTime":1746.82,"endTime":1749.76,"body":"the case of chargebacks, and"},{"speaker":"Will Friedrich","startTime":1746.82,"endTime":1749.76,"body":"organizations are trying to put"},{"speaker":"Will Friedrich","startTime":1749.76,"endTime":1754.2,"body":"in place real chargebacks back"},{"speaker":"Will Friedrich","startTime":1749.76,"endTime":1754.2,"body":"to the product teams P\u0026L for how"},{"speaker":"Will Friedrich","startTime":1754.2,"endTime":1759.36,"body":"they consume cloud resources."},{"speaker":"Will Friedrich","startTime":1754.2,"endTime":1759.36,"body":"Because in a sense, it it"},{"speaker":"Will Friedrich","startTime":1759.42,"endTime":1762.45,"body":"generally speaking, it's not the"},{"speaker":"Will Friedrich","startTime":1759.42,"endTime":1762.45,"body":"best idea to then try to"},{"speaker":"Will Friedrich","startTime":1762.45,"endTime":1766.62,"body":"centrally control all of the"},{"speaker":"Will Friedrich","startTime":1762.45,"endTime":1766.62,"body":"Cloud Spin and try to recreate a"},{"speaker":"Will Friedrich","startTime":1766.62,"endTime":1769.68,"body":"procurement bottleneck that"},{"speaker":"Will Friedrich","startTime":1766.62,"endTime":1769.68,"body":"often existed in the traditional"},{"speaker":"Will Friedrich","startTime":1769.68,"endTime":1772.53,"body":"IT spin. So if teams are going"},{"speaker":"Will Friedrich","startTime":1769.68,"endTime":1772.53,"body":"to continue to be distributed,"},{"speaker":"Will Friedrich","startTime":1772.56,"endTime":1775.98,"body":"autonomous, doing that the"},{"speaker":"Will Friedrich","startTime":1772.56,"endTime":1775.98,"body":"procuring the resources that"},{"speaker":"Will Friedrich","startTime":1775.98,"endTime":1777.72,"body":"they need provisioning, the"},{"speaker":"Will Friedrich","startTime":1775.98,"endTime":1777.72,"body":"resources, they need to build"},{"speaker":"Will Friedrich","startTime":1777.72,"endTime":1781.38,"body":"their apps as quickly as they"},{"speaker":"Will Friedrich","startTime":1777.72,"endTime":1781.38,"body":"need to. Don't get in the way of"},{"speaker":"Will Friedrich","startTime":1781.38,"endTime":1784.35,"body":"that but create a mechanism for"},{"speaker":"Will Friedrich","startTime":1781.38,"endTime":1784.35,"body":"them to be accountable for it."},{"speaker":"Will Friedrich","startTime":1784.38,"endTime":1787.11,"body":"And obviously, that"},{"speaker":"Will Friedrich","startTime":1784.38,"endTime":1787.11,"body":"accountability and that that"},{"speaker":"Will Friedrich","startTime":1787.11,"endTime":1790.32,"body":"transparency with other teams,"},{"speaker":"Will Friedrich","startTime":1787.11,"endTime":1790.32,"body":"drives the kind of behavior"},{"speaker":"Will Friedrich","startTime":1790.32,"endTime":1794.7,"body":"where all of a sudden, it's not"},{"speaker":"Will Friedrich","startTime":1790.32,"endTime":1794.7,"body":"an unintentional abuse of the"},{"speaker":"Will Friedrich","startTime":1794.7,"endTime":1797.88,"body":"availability of that resource."},{"speaker":"Will Friedrich","startTime":1794.7,"endTime":1797.88,"body":"It's a more intentional"},{"speaker":"Will Friedrich","startTime":1798.42,"endTime":1801.24,"body":"stewardship over what they're"},{"speaker":"Will Friedrich","startTime":1798.42,"endTime":1801.24,"body":"doing for the for the business."},{"speaker":"Will Friedrich","startTime":1801.24,"endTime":1804.18,"body":"And that's what we try to do."},{"speaker":"Will Friedrich","startTime":1801.24,"endTime":1804.18,"body":"And what we have done working"},{"speaker":"Will Friedrich","startTime":1804.18,"endTime":1806.97,"body":"with customers trying to"},{"speaker":"Will Friedrich","startTime":1804.18,"endTime":1806.97,"body":"increase their awareness and"},{"speaker":"Will Friedrich","startTime":1806.97,"endTime":1810.39,"body":"close the gap between"},{"speaker":"Will Friedrich","startTime":1806.97,"endTime":1810.39,"body":"capability. Yes, you can do it."},{"speaker":"Will Friedrich","startTime":1810.39,"endTime":1812.46,"body":"But accountability, what does it"},{"speaker":"Will Friedrich","startTime":1810.39,"endTime":1812.46,"body":"mean for the business?"},{"speaker":"Aaron Bock","startTime":1812.63,"endTime":1816.62,"body":"Who, when you"},{"speaker":"Aaron Bock","startTime":1812.63,"endTime":1816.62,"body":"deliver your consulting, and"},{"speaker":"Aaron Bock","startTime":1816.62,"endTime":1819.44,"body":"whatever that package may look"},{"speaker":"Aaron Bock","startTime":1816.62,"endTime":1819.44,"body":"like, if it's there's an output"},{"speaker":"Aaron Bock","startTime":1819.44,"endTime":1822.83,"body":"or, you know, I imagine there's"},{"speaker":"Aaron Bock","startTime":1819.44,"endTime":1822.83,"body":"some sort of analysis that you"},{"speaker":"Aaron Bock","startTime":1822.83,"endTime":1825.5,"body":"guys would do, who in the"},{"speaker":"Aaron Bock","startTime":1822.83,"endTime":1825.5,"body":"organization is usually the"},{"speaker":"Aaron Bock","startTime":1825.5,"endTime":1831.86,"body":"champion for really promoting a"},{"speaker":"Aaron Bock","startTime":1825.5,"endTime":1831.86,"body":"fin ops culture? Especially for"},{"speaker":"Aaron Bock","startTime":1831.86,"endTime":1836.36,"body":"the cloud? Is it usually coming"},{"speaker":"Aaron Bock","startTime":1831.86,"endTime":1836.36,"body":"from the financial viewpoint? Or"},{"speaker":"Aaron Bock","startTime":1836.39,"endTime":1839.3,"body":"do you see it a lot of times"},{"speaker":"Aaron Bock","startTime":1836.39,"endTime":1839.3,"body":"coming from within IT, they just"},{"speaker":"Aaron Bock","startTime":1839.3,"endTime":1843.23,"body":"don't know how to sell it, or"},{"speaker":"Aaron Bock","startTime":1839.3,"endTime":1843.23,"body":"they don't know how to champion"},{"speaker":"Aaron Bock","startTime":1843.23,"endTime":1843.95,"body":"it, if you will?"},{"speaker":"Will Friedrich","startTime":1844.11,"endTime":1847.71,"body":"Yeah, our"},{"speaker":"Will Friedrich","startTime":1844.11,"endTime":1847.71,"body":"champions have come from the"},{"speaker":"Will Friedrich","startTime":1847.77,"endTime":1851.46,"body":"technologists, I use that term"},{"speaker":"Will Friedrich","startTime":1847.77,"endTime":1851.46,"body":"generally. So sometimes it's the"},{"speaker":"Will Friedrich","startTime":1851.46,"endTime":1854.76,"body":"CTO CIO, of those are different"},{"speaker":"Will Friedrich","startTime":1851.46,"endTime":1854.76,"body":"functions, we have clients, but"},{"speaker":"Will Friedrich","startTime":1854.76,"endTime":1857.01,"body":"those are two different roles,"},{"speaker":"Will Friedrich","startTime":1854.76,"endTime":1857.01,"body":"depending on what they're"},{"speaker":"Will Friedrich","startTime":1857.04,"endTime":1860.25,"body":"they're doing even even CDOs,"},{"speaker":"Will Friedrich","startTime":1857.04,"endTime":1860.25,"body":"you know, Digital Officers that"},{"speaker":"Will Friedrich","startTime":1860.25,"endTime":1862.65,"body":"understand that they're"},{"speaker":"Will Friedrich","startTime":1860.25,"endTime":1862.65,"body":"responsible for that they they"},{"speaker":"Will Friedrich","startTime":1862.65,"endTime":1865.53,"body":"may run the IT groups that"},{"speaker":"Will Friedrich","startTime":1862.65,"endTime":1865.53,"body":"support the design and"},{"speaker":"Will Friedrich","startTime":1865.53,"endTime":1868.44,"body":"engineering teams, one of the"},{"speaker":"Will Friedrich","startTime":1865.53,"endTime":1868.44,"body":"things that I think will happen"},{"speaker":"Will Friedrich","startTime":1868.44,"endTime":1871.08,"body":"more, and this is coming from"},{"speaker":"Will Friedrich","startTime":1868.44,"endTime":1871.08,"body":"some of the data that's coming"},{"speaker":"Will Friedrich","startTime":1871.08,"endTime":1873.18,"body":"through the fin ops foundation,"},{"speaker":"Will Friedrich","startTime":1871.08,"endTime":1873.18,"body":"you know, they do the state of"},{"speaker":"Will Friedrich","startTime":1873.18,"endTime":1877.26,"body":"thin ops report every year. And"},{"speaker":"Will Friedrich","startTime":1873.18,"endTime":1877.26,"body":"in the 2022 findings, the"},{"speaker":"Will Friedrich","startTime":1877.35,"endTime":1881.4,"body":"percentage of practitioners that"},{"speaker":"Will Friedrich","startTime":1877.35,"endTime":1881.4,"body":"took the survey that identified"},{"speaker":"Will Friedrich","startTime":1881.4,"endTime":1885.51,"body":"themselves as coming from a"},{"speaker":"Will Friedrich","startTime":1881.4,"endTime":1885.51,"body":"financial or back office"},{"speaker":"Will Friedrich","startTime":1885.51,"endTime":1888.78,"body":"function was less than 10%,"},{"speaker":"Will Friedrich","startTime":1885.51,"endTime":1888.78,"body":"combined across all those types"},{"speaker":"Will Friedrich","startTime":1888.78,"endTime":1893.13,"body":"and including procurement. And"},{"speaker":"Will Friedrich","startTime":1888.78,"endTime":1893.13,"body":"we'd like to see that increase,"},{"speaker":"Will Friedrich","startTime":1893.16,"endTime":1897.57,"body":"because I think that the cloud"},{"speaker":"Will Friedrich","startTime":1893.16,"endTime":1897.57,"body":"thin ops focus is has done great"},{"speaker":"Will Friedrich","startTime":1897.57,"endTime":1901.2,"body":"things for technologists who"},{"speaker":"Will Friedrich","startTime":1897.57,"endTime":1901.2,"body":"already understand the cloud"},{"speaker":"Will Friedrich","startTime":1901.23,"endTime":1903.57,"body":"already understand the nature of"},{"speaker":"Will Friedrich","startTime":1901.23,"endTime":1903.57,"body":"the services, and to some"},{"speaker":"Will Friedrich","startTime":1903.57,"endTime":1906.93,"body":"degree, they understand the"},{"speaker":"Will Friedrich","startTime":1903.57,"endTime":1906.93,"body":"pricing models. But the finance"},{"speaker":"Will Friedrich","startTime":1906.93,"endTime":1909.81,"body":"team is really just on the other"},{"speaker":"Will Friedrich","startTime":1906.93,"endTime":1909.81,"body":"end of this, like a fire hose"},{"speaker":"Will Friedrich","startTime":1909.81,"endTime":1912.3,"body":"trying to ingest all these"},{"speaker":"Will Friedrich","startTime":1909.81,"endTime":1912.3,"body":"different changes in a"},{"speaker":"Will Friedrich","startTime":1912.3,"endTime":1916.86,"body":"completely different cost model."},{"speaker":"Will Friedrich","startTime":1912.3,"endTime":1916.86,"body":"So when we conduct assessments,"},{"speaker":"Will Friedrich","startTime":1916.86,"endTime":1918.96,"body":"for example, and we do"},{"speaker":"Will Friedrich","startTime":1916.86,"endTime":1918.96,"body":"stakeholder interviews, we"},{"speaker":"Will Friedrich","startTime":1918.96,"endTime":1922.83,"body":"absolutely have a concerted"},{"speaker":"Will Friedrich","startTime":1918.96,"endTime":1922.83,"body":"effort to bring in financial"},{"speaker":"Will Friedrich","startTime":1922.83,"endTime":1925.41,"body":"leaders. So it's usually a"},{"speaker":"Will Friedrich","startTime":1922.83,"endTime":1925.41,"body":"there's a role within a lot of"},{"speaker":"Will Friedrich","startTime":1925.41,"endTime":1928.35,"body":"organizations, we work with a"},{"speaker":"Will Friedrich","startTime":1925.41,"endTime":1928.35,"body":"digital controller. So this is a"},{"speaker":"Will Friedrich","startTime":1928.35,"endTime":1931.02,"body":"person who is essentially a"},{"speaker":"Will Friedrich","startTime":1928.35,"endTime":1931.02,"body":"controller and all the functions"},{"speaker":"Will Friedrich","startTime":1931.02,"endTime":1934.26,"body":"that you would associate a"},{"speaker":"Will Friedrich","startTime":1931.02,"endTime":1934.26,"body":"financial controller for. 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So we had"},{"speaker":"Will Friedrich","startTime":1942.93,"endTime":1947.67,"body":"one customer where our main"},{"speaker":"Will Friedrich","startTime":1942.93,"endTime":1947.67,"body":"sponsor was a CIO, but"},{"speaker":"Will Friedrich","startTime":1947.67,"endTime":1950.79,"body":"ultimately, who they delegated"},{"speaker":"Will Friedrich","startTime":1947.67,"endTime":1950.79,"body":"to help us navigate the"},{"speaker":"Will Friedrich","startTime":1950.79,"endTime":1953.43,"body":"environment, help us do our"},{"speaker":"Will Friedrich","startTime":1950.79,"endTime":1953.43,"body":"discovery, help us do our"},{"speaker":"Will Friedrich","startTime":1953.43,"endTime":1956.16,"body":"interviews, and together our"},{"speaker":"Will Friedrich","startTime":1953.43,"endTime":1956.16,"body":"information was a digital"},{"speaker":"Will Friedrich","startTime":1956.16,"endTime":1958.65,"body":"controller, which was actually"},{"speaker":"Will Friedrich","startTime":1956.16,"endTime":1958.65,"body":"very helpful because she could"},{"speaker":"Will Friedrich","startTime":1958.65,"endTime":1962.16,"body":"help navigate both the tech"},{"speaker":"Will Friedrich","startTime":1958.65,"endTime":1962.16,"body":"side, the business side, there"},{"speaker":"Will Friedrich","startTime":1962.16,"endTime":1965.52,"body":"was a procurement function, who"},{"speaker":"Will Friedrich","startTime":1962.16,"endTime":1965.52,"body":"definitely felt like they needed"},{"speaker":"Will Friedrich","startTime":1965.52,"endTime":1968.58,"body":"a role in this new dynamic. And"},{"speaker":"Will Friedrich","startTime":1965.52,"endTime":1968.58,"body":"you certainly didn't want to"},{"speaker":"Will Friedrich","startTime":1968.61,"endTime":1974.16,"body":"alienate that group. But yeah, I"},{"speaker":"Will Friedrich","startTime":1968.61,"endTime":1974.16,"body":"think it's interesting, as a"},{"speaker":"Will Friedrich","startTime":1974.16,"endTime":1978.15,"body":"result of this type of emerging"},{"speaker":"Will Friedrich","startTime":1974.16,"endTime":1978.15,"body":"discipline, our champions roles"},{"speaker":"Will Friedrich","startTime":1978.15,"endTime":1980.91,"body":"are also changing. And it's kind"},{"speaker":"Will Friedrich","startTime":1978.15,"endTime":1980.91,"body":"of exciting to see, you know, a"},{"speaker":"Will Friedrich","startTime":1980.91,"endTime":1984.15,"body":"digital controller, that wasn't"},{"speaker":"Will Friedrich","startTime":1980.91,"endTime":1984.15,"body":"a role I was working with from"},{"speaker":"Will Friedrich","startTime":1984.15,"endTime":1985.71,"body":"the client side two years ago."},{"speaker":"Aaron Bock","startTime":1985.0,"endTime":1985.87,"body":"That's awesome. You"},{"speaker":"Aaron Bock","startTime":1985.0,"endTime":1985.87,"body":"are talking about enterprises."},{"speaker":"Aaron Bock","startTime":1985.99,"endTime":1987.49,"body":"When you talk about Digital"},{"speaker":"Aaron Bock","startTime":1985.99,"endTime":1987.49,"body":"Officers and CTOs and CIOs, I"},{"speaker":"Aaron Bock","startTime":1987.49,"endTime":1996.49,"body":"assume you're working a lot with"},{"speaker":"Aaron Bock","startTime":1987.49,"endTime":1996.49,"body":"enterprises, I guess. We do have"},{"speaker":"Aaron Bock","startTime":1996.49,"endTime":1999.28,"body":"some listeners that are smaller"},{"speaker":"Aaron Bock","startTime":1996.49,"endTime":1999.28,"body":"companies, mid market size"},{"speaker":"Aaron Bock","startTime":1999.28,"endTime":2002.43,"body":"companies, who may not have all"},{"speaker":"Aaron Bock","startTime":1999.28,"endTime":2002.43,"body":"those roles, who may not have"},{"speaker":"Aaron Bock","startTime":2002.43,"endTime":2006.72,"body":"the ability to have like a full"},{"speaker":"Aaron Bock","startTime":2002.43,"endTime":2006.72,"body":"fin ops group. So for a smaller"},{"speaker":"Aaron Bock","startTime":2006.72,"endTime":2011.85,"body":"company, mid mid market, you"},{"speaker":"Aaron Bock","startTime":2006.72,"endTime":2011.85,"body":"know, lean IT staff, maybe who"},{"speaker":"Aaron Bock","startTime":2011.85,"endTime":2017.64,"body":"doesn't have the cloud"},{"speaker":"Aaron Bock","startTime":2011.85,"endTime":2017.64,"body":"capabilities? How do they  do"},{"speaker":"Aaron Bock","startTime":2017.64,"endTime":2022.53,"body":"fin ops? Without, you know,"},{"speaker":"Aaron Bock","startTime":2017.64,"endTime":2022.53,"body":"having all this expertise, and"},{"speaker":"Aaron Bock","startTime":2022.53,"endTime":2026.67,"body":"how do they train their folks to"},{"speaker":"Aaron Bock","startTime":2022.53,"endTime":2026.67,"body":"really, to use the cloud to the"},{"speaker":"Aaron Bock","startTime":2026.67,"endTime":2029.13,"body":"best way possible, but not"},{"speaker":"Aaron Bock","startTime":2026.67,"endTime":2029.13,"body":"overspend?"},{"speaker":"Will Friedrich","startTime":2029.45,"endTime":2034.13,"body":"Yeah, I think"},{"speaker":"Will Friedrich","startTime":2029.45,"endTime":2034.13,"body":"you're dipping your toe is"},{"speaker":"Will Friedrich","startTime":2034.13,"endTime":2036.98,"body":"always a good measure. One of"},{"speaker":"Will Friedrich","startTime":2034.13,"endTime":2036.98,"body":"the things that we advise"},{"speaker":"Will Friedrich","startTime":2036.98,"endTime":2040.58,"body":"clients on is not to get caught"},{"speaker":"Will Friedrich","startTime":2036.98,"endTime":2040.58,"body":"up in the the allure of"},{"speaker":"Will Friedrich","startTime":2040.58,"endTime":2044.09,"body":"transformation, I have to"},{"speaker":"Will Friedrich","startTime":2040.58,"endTime":2044.09,"body":"completely reinvent our culture"},{"speaker":"Will Friedrich","startTime":2044.09,"endTime":2047.06,"body":"and our operations and"},{"speaker":"Will Friedrich","startTime":2044.09,"endTime":2047.06,"body":"everything, etcetera, in some"},{"speaker":"Will Friedrich","startTime":2047.09,"endTime":2050.78,"body":"arbitrary time box timeframe,"},{"speaker":"Will Friedrich","startTime":2047.09,"endTime":2050.78,"body":"but we always say is take"},{"speaker":"Will Friedrich","startTime":2050.78,"endTime":2054.86,"body":"incremental steps, right? A lot"},{"speaker":"Will Friedrich","startTime":2050.78,"endTime":2054.86,"body":"of times you there is no ROI for"},{"speaker":"Will Friedrich","startTime":2054.86,"endTime":2057.8,"body":"building a thin ops team. If"},{"speaker":"Will Friedrich","startTime":2054.86,"endTime":2057.8,"body":"your spend is at a certain"},{"speaker":"Will Friedrich","startTime":2057.8,"endTime":2060.86,"body":"level, let's let's say that that"},{"speaker":"Will Friedrich","startTime":2057.8,"endTime":2060.86,"body":"spin is less than 5 million a"},{"speaker":"Will Friedrich","startTime":2060.86,"endTime":2065.48,"body":"year, the waste associated with"},{"speaker":"Will Friedrich","startTime":2060.86,"endTime":2065.48,"body":"that spin, which if it's on par"},{"speaker":"Will Friedrich","startTime":2065.48,"endTime":2070.22,"body":"with industry average, it's"},{"speaker":"Will Friedrich","startTime":2065.48,"endTime":2070.22,"body":"probably 30%. And so, you know,"},{"speaker":"Will Friedrich","startTime":2070.22,"endTime":2072.98,"body":"a fin ops team could could"},{"speaker":"Will Friedrich","startTime":2070.22,"endTime":2072.98,"body":"grossly exceed what you're"},{"speaker":"Will Friedrich","startTime":2072.98,"endTime":2077.93,"body":"already overspending. So I think"},{"speaker":"Will Friedrich","startTime":2072.98,"endTime":2077.93,"body":"coming up with champions who"},{"speaker":"Will Friedrich","startTime":2077.96,"endTime":2080.99,"body":"want to learn more about that"},{"speaker":"Will Friedrich","startTime":2077.96,"endTime":2080.99,"body":"discipline and can do it part"},{"speaker":"Will Friedrich","startTime":2080.99,"endTime":2083.72,"body":"time and then as the need"},{"speaker":"Will Friedrich","startTime":2080.99,"endTime":2083.72,"body":"develops, as your spend"},{"speaker":"Will Friedrich","startTime":2083.72,"endTime":2086.45,"body":"increases, you move more"},{"speaker":"Will Friedrich","startTime":2083.72,"endTime":2086.45,"body":"workloads and applications into"},{"speaker":"Will Friedrich","startTime":2086.45,"endTime":2089.48,"body":"the cloud, you become more"},{"speaker":"Will Friedrich","startTime":2086.45,"endTime":2089.48,"body":"dependent on those services. You"},{"speaker":"Will Friedrich","startTime":2089.48,"endTime":2091.91,"body":"may have the justification for"},{"speaker":"Will Friedrich","startTime":2089.48,"endTime":2091.91,"body":"having full time roles, but I"},{"speaker":"Will Friedrich","startTime":2091.91,"endTime":2097.16,"body":"think for smaller organizations"},{"speaker":"Will Friedrich","startTime":2091.91,"endTime":2097.16,"body":"relatively having a part time"},{"speaker":"Will Friedrich","startTime":2097.16,"endTime":2100.97,"body":"focus across different types of"},{"speaker":"Will Friedrich","startTime":2097.16,"endTime":2100.97,"body":"roles, I think business and data"},{"speaker":"Will Friedrich","startTime":2100.97,"endTime":2106.34,"body":"analysts, product owners, and of"},{"speaker":"Will Friedrich","startTime":2100.97,"endTime":2106.34,"body":"course, you know CTOs and CIOs,"},{"speaker":"Will Friedrich","startTime":2106.37,"endTime":2110.6,"body":"but even just VPs of product ,VP"},{"speaker":"Will Friedrich","startTime":2106.37,"endTime":2110.6,"body":"of IT, that those roles can"},{"speaker":"Will Friedrich","startTime":2110.6,"endTime":2113.57,"body":"really get behind that kind of"},{"speaker":"Will Friedrich","startTime":2110.6,"endTime":2113.57,"body":"effort. Because we really do"},{"speaker":"Will Friedrich","startTime":2113.57,"endTime":2117.05,"body":"see, again, relative your"},{"speaker":"Will Friedrich","startTime":2113.57,"endTime":2117.05,"body":"comment about midsize companies."},{"speaker":"Will Friedrich","startTime":2117.23,"endTime":2121.25,"body":"It's a grassroots movement in"},{"speaker":"Will Friedrich","startTime":2117.23,"endTime":2121.25,"body":"terms of the internal need, at"},{"speaker":"Will Friedrich","startTime":2121.25,"endTime":2127.46,"body":"the going back to the finop"},{"speaker":"Will Friedrich","startTime":2121.25,"endTime":2127.46,"body":"survey, only 46% of the we need"},{"speaker":"Will Friedrich","startTime":2127.46,"endTime":2131.78,"body":"to focus on fin ops comes from a"},{"speaker":"Will Friedrich","startTime":2127.46,"endTime":2131.78,"body":"C level directive. Now we expect"},{"speaker":"Will Friedrich","startTime":2131.78,"endTime":2134.21,"body":"that that's going to increase"},{"speaker":"Will Friedrich","startTime":2131.78,"endTime":2134.21,"body":"significantly in the years to"},{"speaker":"Will Friedrich","startTime":2134.21,"endTime":2137.69,"body":"come. As it becomes more of a"},{"speaker":"Will Friedrich","startTime":2134.21,"endTime":2137.69,"body":"budget item, hey, we've got to"},{"speaker":"Will Friedrich","startTime":2137.72,"endTime":2141.29,"body":"we got to best to address this"},{"speaker":"Will Friedrich","startTime":2137.72,"endTime":2141.29,"body":"problem because it's leading to"},{"speaker":"Will Friedrich","startTime":2141.29,"endTime":2146.51,"body":"overspend. But you know, roughly"},{"speaker":"Will Friedrich","startTime":2141.29,"endTime":2146.51,"body":"44% of that came from people"},{"speaker":"Will Friedrich","startTime":2146.54,"endTime":2148.88,"body":"lifting their head saying this"},{"speaker":"Will Friedrich","startTime":2146.54,"endTime":2148.88,"body":"is a problem, I want to spend"},{"speaker":"Will Friedrich","startTime":2148.88,"endTime":2151.46,"body":"more time looking at our cloud"},{"speaker":"Will Friedrich","startTime":2148.88,"endTime":2151.46,"body":"bill, I want to dig into the"},{"speaker":"Will Friedrich","startTime":2151.46,"endTime":2154.67,"body":"data to find out what's going on"},{"speaker":"Will Friedrich","startTime":2151.46,"endTime":2154.67,"body":"where these anomalies are coming"},{"speaker":"Will Friedrich","startTime":2154.67,"endTime":2159.02,"body":"from while we're overspending."},{"speaker":"Will Friedrich","startTime":2154.67,"endTime":2159.02,"body":"And so curiosity really helps,"},{"speaker":"Will Friedrich","startTime":2159.02,"endTime":2162.74,"body":"too. So but I think, you know,"},{"speaker":"Will Friedrich","startTime":2159.02,"endTime":2162.74,"body":"going back to where in smaller"},{"speaker":"Will Friedrich","startTime":2162.74,"endTime":2166.55,"body":"companies does this come from?"},{"speaker":"Will Friedrich","startTime":2162.74,"endTime":2166.55,"body":"I'd like to see it come from"},{"speaker":"Will Friedrich","startTime":2166.61,"endTime":2170.75,"body":"analysts and product leads that"},{"speaker":"Will Friedrich","startTime":2166.61,"endTime":2170.75,"body":"are looking at this saying, I'm"},{"speaker":"Will Friedrich","startTime":2170.75,"endTime":2174.26,"body":"in charge of the p\u0026l of this of"},{"speaker":"Will Friedrich","startTime":2170.75,"endTime":2174.26,"body":"this product, and I'm consuming"},{"speaker":"Will Friedrich","startTime":2174.26,"endTime":2177.47,"body":"this service, I'm probably doing"},{"speaker":"Will Friedrich","startTime":2174.26,"endTime":2177.47,"body":"my organization a disservice by"},{"speaker":"Will Friedrich","startTime":2177.47,"endTime":2180.65,"body":"not by not paying attention to"},{"speaker":"Will Friedrich","startTime":2177.47,"endTime":2180.65,"body":"the kind of the cause and effect"},{"speaker":"Will Friedrich","startTime":2180.65,"endTime":2182.78,"body":"of, of what we're doing with"},{"speaker":"Will Friedrich","startTime":2180.65,"endTime":2182.78,"body":"Cloud Spin."},{"speaker":"Aaron Bock","startTime":2184.01,"endTime":2186.35,"body":"I think that's"},{"speaker":"Aaron Bock","startTime":2184.01,"endTime":2186.35,"body":"great. And I think that there's"},{"speaker":"Aaron Bock","startTime":2186.41,"endTime":2189.26,"body":"a lot of things that people can"},{"speaker":"Aaron Bock","startTime":2186.41,"endTime":2189.26,"body":"do, you know, one of the things"},{"speaker":"Aaron Bock","startTime":2189.26,"endTime":2193.58,"body":"that we see a lot is the"},{"speaker":"Aaron Bock","startTime":2189.26,"endTime":2193.58,"body":"adoption of the cloud for a"},{"speaker":"Aaron Bock","startTime":2193.58,"endTime":2196.91,"body":"small organization or mid mid"},{"speaker":"Aaron Bock","startTime":2193.58,"endTime":2196.91,"body":"sized organization, you know,"},{"speaker":"Aaron Bock","startTime":2196.94,"endTime":2199.25,"body":"they're not even to the fin ops"},{"speaker":"Aaron Bock","startTime":2196.94,"endTime":2199.25,"body":"conversation, they're trying to"},{"speaker":"Aaron Bock","startTime":2199.25,"endTime":2201.56,"body":"figure out, do we have the"},{"speaker":"Aaron Bock","startTime":2199.25,"endTime":2201.56,"body":"personnel that understand the"},{"speaker":"Aaron Bock","startTime":2201.56,"endTime":2205.91,"body":"cloud, that are interested in"},{"speaker":"Aaron Bock","startTime":2201.56,"endTime":2205.91,"body":"doing it? Are they, you know, do"},{"speaker":"Aaron Bock","startTime":2205.91,"endTime":2208.37,"body":"you have people in the"},{"speaker":"Aaron Bock","startTime":2205.91,"endTime":2208.37,"body":"organization who are afraid of"},{"speaker":"Aaron Bock","startTime":2208.37,"endTime":2212.21,"body":"change, and I think, depending"},{"speaker":"Aaron Bock","startTime":2208.37,"endTime":2212.21,"body":"on where you're at, and the type"},{"speaker":"Aaron Bock","startTime":2212.21,"endTime":2214.49,"body":"of companies you're working"},{"speaker":"Aaron Bock","startTime":2212.21,"endTime":2214.49,"body":"with, that's a real"},{"speaker":"Aaron Bock","startTime":2214.49,"endTime":2218.6,"body":"conversation, too. And so, it's"},{"speaker":"Aaron Bock","startTime":2214.49,"endTime":2218.6,"body":"getting them to understand a fin"},{"speaker":"Aaron Bock","startTime":2218.6,"endTime":2221.42,"body":"Ops is probably down the road,"},{"speaker":"Aaron Bock","startTime":2218.6,"endTime":2221.42,"body":"but it can be started,"},{"speaker":"Aaron Bock","startTime":2221.42,"endTime":2224.39,"body":"basically, when you go to the"},{"speaker":"Aaron Bock","startTime":2221.42,"endTime":2224.39,"body":"cloud. And when you do that, and"},{"speaker":"Aaron Bock","startTime":2224.39,"endTime":2227.27,"body":"you put that mindset, when"},{"speaker":"Aaron Bock","startTime":2224.39,"endTime":2227.27,"body":"you're going to the cloud, you"},{"speaker":"Aaron Bock","startTime":2227.27,"endTime":2229.76,"body":"will be better off down the"},{"speaker":"Aaron Bock","startTime":2227.27,"endTime":2229.76,"body":"road, because you have a"},{"speaker":"Aaron Bock","startTime":2229.76,"endTime":2232.76,"body":"practice for managing cloud"},{"speaker":"Aaron Bock","startTime":2229.76,"endTime":2232.76,"body":"spend, which is one of the, you"},{"speaker":"Aaron Bock","startTime":2232.76,"endTime":2235.46,"body":"know, I would say top three"},{"speaker":"Aaron Bock","startTime":2232.76,"endTime":2235.46,"body":"problems that people would say"},{"speaker":"Aaron Bock","startTime":2235.49,"endTime":2239.21,"body":"if they're going to the cloud."},{"speaker":"Aaron Bock","startTime":2235.49,"endTime":2239.21,"body":"So I think we agree with that"},{"speaker":"Aaron Bock","startTime":2239.24,"endTime":2243.77,"body":"for, you know, kind of to wrap"},{"speaker":"Aaron Bock","startTime":2239.24,"endTime":2243.77,"body":"up and not immediately. But I"},{"speaker":"Aaron Bock","startTime":2243.77,"endTime":2246.23,"body":"have a couple questions for you"},{"speaker":"Aaron Bock","startTime":2243.77,"endTime":2246.23,"body":"future looking, because we've"},{"speaker":"Aaron Bock","startTime":2246.23,"endTime":2250.43,"body":"been talking about a lot about"},{"speaker":"Aaron Bock","startTime":2246.23,"endTime":2250.43,"body":"fin ops now. So general question"},{"speaker":"Aaron Bock","startTime":2250.43,"endTime":2253.55,"body":"about the cloud. So we've got"},{"speaker":"Aaron Bock","startTime":2250.43,"endTime":2253.55,"body":"really right now with the hyper"},{"speaker":"Aaron Bock","startTime":2253.55,"endTime":2256.04,"body":"scalers, you've got, you know,"},{"speaker":"Aaron Bock","startTime":2253.55,"endTime":2256.04,"body":"you've got Google who's a"},{"speaker":"Aaron Bock","startTime":2256.04,"endTime":2260.78,"body":"distant third. And then he got"},{"speaker":"Aaron Bock","startTime":2256.04,"endTime":2260.78,"body":"Azure and AWS for Microsoft,"},{"speaker":"Aaron Bock","startTime":2260.78,"endTime":2265.31,"body":"Azure GCP for Google, and then"},{"speaker":"Aaron Bock","startTime":2260.78,"endTime":2265.31,"body":"you've got AWS for Amazon, those"},{"speaker":"Aaron Bock","startTime":2265.31,"endTime":2268.25,"body":"are sort of the three I know"},{"speaker":"Aaron Bock","startTime":2265.31,"endTime":2268.25,"body":"you've got Oracle, you've got I"},{"speaker":"Aaron Bock","startTime":2268.25,"endTime":2270.92,"body":"think Alibaba is sometimes in"},{"speaker":"Aaron Bock","startTime":2268.25,"endTime":2270.92,"body":"the mix, you've got some others,"},{"speaker":"Aaron Bock","startTime":2270.92,"endTime":2273.77,"body":"but make a prediction. What do"},{"speaker":"Aaron Bock","startTime":2270.92,"endTime":2273.77,"body":"you think is going to happen"},{"speaker":"Aaron Bock","startTime":2273.77,"endTime":2276.86,"body":"with? Do you think there's going"},{"speaker":"Aaron Bock","startTime":2273.77,"endTime":2276.86,"body":"to be more competition in five"},{"speaker":"Aaron Bock","startTime":2276.86,"endTime":2279.86,"body":"years? And where will that come"},{"speaker":"Aaron Bock","startTime":2276.86,"endTime":2279.86,"body":"from? Or do you think that these"},{"speaker":"Aaron Bock","startTime":2279.86,"endTime":2283.88,"body":"three behemoths will just"},{"speaker":"Aaron Bock","startTime":2279.86,"endTime":2283.88,"body":"continue to take off? And when"},{"speaker":"Aaron Bock","startTime":2283.88,"endTime":2286.22,"body":"we talk about cloud and 5-10"},{"speaker":"Aaron Bock","startTime":2283.88,"endTime":2286.22,"body":"years, we're still gonna be"},{"speaker":"Aaron Bock","startTime":2286.22,"endTime":2288.59,"body":"talking about the same three"},{"speaker":"Aaron Bock","startTime":2286.22,"endTime":2288.59,"body":"players?"},{"speaker":"Will Friedrich","startTime":2289.2,"endTime":2292.62,"body":"Yeah, I think"},{"speaker":"Will Friedrich","startTime":2289.2,"endTime":2292.62,"body":"where you'll see more players"},{"speaker":"Will Friedrich","startTime":2292.62,"endTime":2296.13,"body":"coming in is in hybrid cloud"},{"speaker":"Will Friedrich","startTime":2292.62,"endTime":2296.13,"body":"solutions. I mean,  you're"},{"speaker":"Will Friedrich","startTime":2296.13,"endTime":2298.8,"body":"already seeing that even even"},{"speaker":"Will Friedrich","startTime":2296.13,"endTime":2298.8,"body":"with larger companies, you know,"},{"speaker":"Will Friedrich","startTime":2298.8,"endTime":2302.94,"body":"IBM and Oracle spend a lot of"},{"speaker":"Will Friedrich","startTime":2298.8,"endTime":2302.94,"body":"time in hybrid cloud. But in"},{"speaker":"Will Friedrich","startTime":2302.94,"endTime":2307.35,"body":"terms of companies that have a"},{"speaker":"Will Friedrich","startTime":2302.94,"endTime":2307.35,"body":"public cloud first strategy,"},{"speaker":"Will Friedrich","startTime":2307.5,"endTime":2310.08,"body":"that's the level of service that"},{"speaker":"Will Friedrich","startTime":2307.5,"endTime":2310.08,"body":"the type of performance they're"},{"speaker":"Will Friedrich","startTime":2310.08,"endTime":2313.32,"body":"looking for. Those three"},{"speaker":"Will Friedrich","startTime":2310.08,"endTime":2313.32,"body":"organizations are really in such"},{"speaker":"Will Friedrich","startTime":2313.32,"endTime":2317.25,"body":"a position to just from a level"},{"speaker":"Will Friedrich","startTime":2313.32,"endTime":2317.25,"body":"of investment perspective, to"},{"speaker":"Will Friedrich","startTime":2317.25,"endTime":2320.97,"body":"really give those organizations"},{"speaker":"Will Friedrich","startTime":2317.25,"endTime":2320.97,"body":"best of breed, I don't think"},{"speaker":"Will Friedrich","startTime":2320.97,"endTime":2323.94,"body":"you're going to see things like"},{"speaker":"Will Friedrich","startTime":2320.97,"endTime":2323.94,"body":"all of a sudden GCP overtakes"},{"speaker":"Will Friedrich","startTime":2323.94,"endTime":2328.32,"body":"AWS and Azure starts to eat"},{"speaker":"Will Friedrich","startTime":2323.94,"endTime":2328.32,"body":"major chunks of AWS market share"},{"speaker":"Will Friedrich","startTime":2328.47,"endTime":2332.85,"body":"what I do think you'll see, and"},{"speaker":"Will Friedrich","startTime":2328.47,"endTime":2332.85,"body":"this is just me personally"},{"speaker":"Will Friedrich","startTime":2332.85,"endTime":2336.12,"body":"looking at data talking to"},{"speaker":"Will Friedrich","startTime":2332.85,"endTime":2336.12,"body":"customers, and we're finding out"},{"speaker":"Will Friedrich","startTime":2336.12,"endTime":2341.64,"body":"that more customers are adopting"},{"speaker":"Will Friedrich","startTime":2336.12,"endTime":2341.64,"body":"a multi cloud strategy across"},{"speaker":"Will Friedrich","startTime":2341.64,"endTime":2346.77,"body":"public providers. You know, in"},{"speaker":"Will Friedrich","startTime":2341.64,"endTime":2346.77,"body":"even just a couple of years ago,"},{"speaker":"Will Friedrich","startTime":2346.8,"endTime":2353.22,"body":"the main mindset was almost a"},{"speaker":"Will Friedrich","startTime":2346.8,"endTime":2353.22,"body":"default of well, most of our"},{"speaker":"Will Friedrich","startTime":2353.22,"endTime":2356.19,"body":"stuff is in Azure, therefore,"},{"speaker":"Will Friedrich","startTime":2353.22,"endTime":2356.19,"body":"we're going to use Azure going"},{"speaker":"Will Friedrich","startTime":2356.19,"endTime":2359.73,"body":"forward. And the problem with"},{"speaker":"Will Friedrich","startTime":2356.19,"endTime":2359.73,"body":"that is no one provider can"},{"speaker":"Will Friedrich","startTime":2359.73,"endTime":2362.67,"body":"cover every single use case,"},{"speaker":"Will Friedrich","startTime":2359.73,"endTime":2362.67,"body":"you're going to need as a"},{"speaker":"Will Friedrich","startTime":2362.67,"endTime":2366.09,"body":"customer from a from a cloud"},{"speaker":"Will Friedrich","startTime":2362.67,"endTime":2366.09,"body":"service perspective. So we still"},{"speaker":"Will Friedrich","startTime":2366.09,"endTime":2370.32,"body":"advocate for a one for one, you"},{"speaker":"Will Friedrich","startTime":2366.09,"endTime":2370.32,"body":"know, resource or cloud provider"},{"speaker":"Will Friedrich","startTime":2370.32,"endTime":2374.64,"body":"to application ratio. But"},{"speaker":"Will Friedrich","startTime":2370.32,"endTime":2374.64,"body":"application A could be in Azure"},{"speaker":"Will Friedrich","startTime":2374.67,"endTime":2378.72,"body":"application B could be in AWS,"},{"speaker":"Will Friedrich","startTime":2374.67,"endTime":2378.72,"body":"and you could leverage the"},{"speaker":"Will Friedrich","startTime":2378.72,"endTime":2382.02,"body":"different providers, and that's"},{"speaker":"Will Friedrich","startTime":2378.72,"endTime":2382.02,"body":"good from an innovation"},{"speaker":"Will Friedrich","startTime":2382.02,"endTime":2386.25,"body":"perspective. What that will also"},{"speaker":"Will Friedrich","startTime":2382.02,"endTime":2386.25,"body":"do is grossly complicate your"},{"speaker":"Will Friedrich","startTime":2386.25,"endTime":2390.06,"body":"ability to manage costs across"},{"speaker":"Will Friedrich","startTime":2386.25,"endTime":2390.06,"body":"different providers. So the"},{"speaker":"Will Friedrich","startTime":2390.06,"endTime":2393.69,"body":"other piece of innovation that"},{"speaker":"Will Friedrich","startTime":2390.06,"endTime":2393.69,"body":"we will certainly see in the fin"},{"speaker":"Will Friedrich","startTime":2393.69,"endTime":2397.41,"body":"ops realm develop is a whole"},{"speaker":"Will Friedrich","startTime":2393.69,"endTime":2397.41,"body":"slew of providers that are"},{"speaker":"Will Friedrich","startTime":2397.41,"endTime":2400.47,"body":"creating third party tools that"},{"speaker":"Will Friedrich","startTime":2397.41,"endTime":2400.47,"body":"can help you aggregate all of"},{"speaker":"Will Friedrich","startTime":2400.47,"endTime":2403.08,"body":"this information coming from"},{"speaker":"Will Friedrich","startTime":2400.47,"endTime":2403.08,"body":"your different public providers"},{"speaker":"Will Friedrich","startTime":2403.08,"endTime":2407.37,"body":"and help you assess your usage"},{"speaker":"Will Friedrich","startTime":2403.08,"endTime":2407.37,"body":"patterns from Azure from AWS"},{"speaker":"Will Friedrich","startTime":2407.37,"endTime":2410.43,"body":"from GCP. And what does that"},{"speaker":"Will Friedrich","startTime":2407.37,"endTime":2410.43,"body":"mean for your overall spend? And"},{"speaker":"Will Friedrich","startTime":2410.43,"endTime":2412.89,"body":"how's it going to help you make"},{"speaker":"Will Friedrich","startTime":2410.43,"endTime":2412.89,"body":"decisions towards your spending"},{"speaker":"Will Friedrich","startTime":2412.89,"endTime":2416.85,"body":"goals? So I don't think you're"},{"speaker":"Will Friedrich","startTime":2412.89,"endTime":2416.85,"body":"going to see major changes in"},{"speaker":"Will Friedrich","startTime":2416.85,"endTime":2419.55,"body":"market share relative to who's"},{"speaker":"Will Friedrich","startTime":2416.85,"endTime":2419.55,"body":"first, second, third. But what I"},{"speaker":"Will Friedrich","startTime":2419.55,"endTime":2424.2,"body":"do think you'll see is a larger"},{"speaker":"Will Friedrich","startTime":2419.55,"endTime":2424.2,"body":"focus on multi cloud strategy"},{"speaker":"Will Friedrich","startTime":2424.2,"endTime":2425.34,"body":"across the public providers."},{"speaker":"Aaron Bock","startTime":2425.64,"endTime":2428.82,"body":"What do you think"},{"speaker":"Aaron Bock","startTime":2425.64,"endTime":2428.82,"body":"would slow down the adoption of"},{"speaker":"Aaron Bock","startTime":2428.82,"endTime":2432.45,"body":"cloud at the rate we're going"},{"speaker":"Aaron Bock","startTime":2428.82,"endTime":2432.45,"body":"right now? If there is anything?"},{"speaker":"Will Friedrich","startTime":2432.54,"endTime":2435.15,"body":"Yeah, well, I"},{"speaker":"Will Friedrich","startTime":2432.54,"endTime":2435.15,"body":"mentioned it earlier, I think"},{"speaker":"Will Friedrich","startTime":2435.18,"endTime":2439.14,"body":"organizations are already doing"},{"speaker":"Will Friedrich","startTime":2435.18,"endTime":2439.14,"body":"this, they're moving. And then"},{"speaker":"Will Friedrich","startTime":2439.17,"endTime":2442.77,"body":"they either move too much too"},{"speaker":"Will Friedrich","startTime":2439.17,"endTime":2442.77,"body":"fast too soon. And they did not"},{"speaker":"Will Friedrich","startTime":2442.77,"endTime":2447.24,"body":"give themselves the right ROI"},{"speaker":"Will Friedrich","startTime":2442.77,"endTime":2447.24,"body":"horizon. And then they they"},{"speaker":"Will Friedrich","startTime":2447.24,"endTime":2449.67,"body":"can't save face to their"},{"speaker":"Will Friedrich","startTime":2447.24,"endTime":2449.67,"body":"constituency, they can't go to"},{"speaker":"Will Friedrich","startTime":2449.67,"endTime":2452.22,"body":"their board, they can't go to"},{"speaker":"Will Friedrich","startTime":2449.67,"endTime":2452.22,"body":"their customers, they can't go"},{"speaker":"Will Friedrich","startTime":2452.22,"endTime":2456.45,"body":"to their leadership and say,"},{"speaker":"Will Friedrich","startTime":2452.22,"endTime":2456.45,"body":"this, this investment was worth"},{"speaker":"Will Friedrich","startTime":2456.45,"endTime":2459.51,"body":"it. They're, they're forced from"},{"speaker":"Will Friedrich","startTime":2456.45,"endTime":2459.51,"body":"a dollars and cents perspective,"},{"speaker":"Will Friedrich","startTime":2460.08,"endTime":2466.65,"body":"to go back to to on prem. So I"},{"speaker":"Will Friedrich","startTime":2460.08,"endTime":2466.65,"body":"think there's definitely a need"},{"speaker":"Will Friedrich","startTime":2466.65,"endTime":2470.46,"body":"to make sure you have the right"},{"speaker":"Will Friedrich","startTime":2466.65,"endTime":2470.46,"body":"candidate to move to the cloud."},{"speaker":"Will Friedrich","startTime":2470.58,"endTime":2473.79,"body":"And make sure that cost"},{"speaker":"Will Friedrich","startTime":2470.58,"endTime":2473.79,"body":"management is part of your"},{"speaker":"Will Friedrich","startTime":2473.79,"endTime":2478.44,"body":"migration plan, not something"},{"speaker":"Will Friedrich","startTime":2473.79,"endTime":2478.44,"body":"that you focus, once your"},{"speaker":"Will Friedrich","startTime":2478.5,"endTime":2481.26,"body":"workload has been transitioned,"},{"speaker":"Will Friedrich","startTime":2478.5,"endTime":2481.26,"body":"once your application has been"},{"speaker":"Will Friedrich","startTime":2481.26,"endTime":2484.56,"body":"moved. It's not too late at that"},{"speaker":"Will Friedrich","startTime":2481.26,"endTime":2484.56,"body":"point. But it's certainly more"},{"speaker":"Will Friedrich","startTime":2484.56,"endTime":2485.58,"body":"expensive to fix it."},{"speaker":"Aaron Bock","startTime":2486.06,"endTime":2489.42,"body":"Yeah. It's like your"},{"speaker":"Aaron Bock","startTime":2486.06,"endTime":2489.42,"body":"personal budgeting and your"},{"speaker":"Aaron Bock","startTime":2489.42,"endTime":2492.51,"body":"household or it's like personal"},{"speaker":"Aaron Bock","startTime":2489.42,"endTime":2492.51,"body":"spending, you don't just look at"},{"speaker":"Aaron Bock","startTime":2492.51,"endTime":2495.24,"body":"it once a year and say, Oh, we"},{"speaker":"Aaron Bock","startTime":2492.51,"endTime":2495.24,"body":"spent way too much on so and so"},{"speaker":"Aaron Bock","startTime":2495.24,"endTime":2497.4,"body":"you look at it every month, you"},{"speaker":"Aaron Bock","startTime":2495.24,"endTime":2497.4,"body":"look at it every couple of"},{"speaker":"Aaron Bock","startTime":2497.4,"endTime":2501.63,"body":"weeks, that's generally who"},{"speaker":"Aaron Bock","startTime":2497.4,"endTime":2501.63,"body":"manages their money the best is"},{"speaker":"Aaron Bock","startTime":2501.63,"endTime":2504.12,"body":"those who know, kind of what"},{"speaker":"Aaron Bock","startTime":2501.63,"endTime":2504.12,"body":"they're spending and when"},{"speaker":"Aaron Bock","startTime":2504.12,"endTime":2506.16,"body":"they're spending and how they're"},{"speaker":"Aaron Bock","startTime":2504.12,"endTime":2506.16,"body":"spending and planning for"},{"speaker":"Aaron Bock","startTime":2506.16,"endTime":2509.49,"body":"spending. It's no different for"},{"speaker":"Aaron Bock","startTime":2506.16,"endTime":2509.49,"body":"a large company with the cloud,"},{"speaker":"Aaron Bock","startTime":2509.52,"endTime":2513.21,"body":"it's looking at it all the time,"},{"speaker":"Aaron Bock","startTime":2509.52,"endTime":2513.21,"body":"have a way to assess, have a way"},{"speaker":"Aaron Bock","startTime":2513.21,"endTime":2516.81,"body":"to understand when there's peaks"},{"speaker":"Aaron Bock","startTime":2513.21,"endTime":2516.81,"body":"and valleys, and the more you"},{"speaker":"Aaron Bock","startTime":2516.81,"endTime":2519.6,"body":"can do that and get ahead of it,"},{"speaker":"Aaron Bock","startTime":2516.81,"endTime":2519.6,"body":"the better you will be at"},{"speaker":"Aaron Bock","startTime":2519.6,"endTime":2520.95,"body":"managing your cost."},{"speaker":"Will Friedrich","startTime":2521.5,"endTime":2524.2,"body":"And quickly to"},{"speaker":"Will Friedrich","startTime":2521.5,"endTime":2524.2,"body":"that point, one, one comment to"},{"speaker":"Will Friedrich","startTime":2524.2,"endTime":2529.15,"body":"that is one of the things that"},{"speaker":"Will Friedrich","startTime":2524.2,"endTime":2529.15,"body":"we see with with our clients,"},{"speaker":"Will Friedrich","startTime":2529.15,"endTime":2532.63,"body":"for example, is when we do the"},{"speaker":"Will Friedrich","startTime":2529.15,"endTime":2532.63,"body":"stakeholder interviews, and we"},{"speaker":"Will Friedrich","startTime":2532.63,"endTime":2537.31,"body":"talk to the finance team, what"},{"speaker":"Will Friedrich","startTime":2532.63,"endTime":2537.31,"body":"they're used to is a a"},{"speaker":"Will Friedrich","startTime":2537.31,"endTime":2542.14,"body":"purchasing cycle where you might"},{"speaker":"Will Friedrich","startTime":2537.31,"endTime":2542.14,"body":"purchase gear for two years, but"},{"speaker":"Will Friedrich","startTime":2542.14,"endTime":2545.38,"body":"you're purchasing for"},{"speaker":"Will Friedrich","startTime":2542.14,"endTime":2545.38,"body":"anticipated growth, and you make"},{"speaker":"Will Friedrich","startTime":2545.38,"endTime":2547.99,"body":"that purchase up front. You"},{"speaker":"Will Friedrich","startTime":2545.38,"endTime":2547.99,"body":"don't do that in the cloud, you"},{"speaker":"Will Friedrich","startTime":2547.99,"endTime":2551.23,"body":"don't have to you purchase for"},{"speaker":"Will Friedrich","startTime":2547.99,"endTime":2551.23,"body":"what you need, then, because"},{"speaker":"Will Friedrich","startTime":2551.23,"endTime":2554.35,"body":"when you do get to the point"},{"speaker":"Will Friedrich","startTime":2551.23,"endTime":2554.35,"body":"where you need more, you need to"},{"speaker":"Will Friedrich","startTime":2555.64,"endTime":2558.73,"body":"horizontally scale, vertically"},{"speaker":"Will Friedrich","startTime":2555.64,"endTime":2558.73,"body":"scale, whichever the case, you"},{"speaker":"Will Friedrich","startTime":2558.73,"endTime":2561.76,"body":"can do it in real time. So don't"},{"speaker":"Will Friedrich","startTime":2558.73,"endTime":2561.76,"body":"don't get caught up in trying to"},{"speaker":"Will Friedrich","startTime":2561.76,"endTime":2565.15,"body":"purchase for three years like"},{"speaker":"Will Friedrich","startTime":2561.76,"endTime":2565.15,"body":"you did traditionally, even even"},{"speaker":"Will Friedrich","startTime":2565.15,"endTime":2568.81,"body":"that simple dynamic of how it"},{"speaker":"Will Friedrich","startTime":2565.15,"endTime":2568.81,"body":"worked in cap X and how it works"},{"speaker":"Will Friedrich","startTime":2568.81,"endTime":2572.59,"body":"in this op X model. It's it's"},{"speaker":"Will Friedrich","startTime":2568.81,"endTime":2572.59,"body":"totally different. And companies"},{"speaker":"Will Friedrich","startTime":2572.59,"endTime":2576.13,"body":"that don't pay attention to that"},{"speaker":"Will Friedrich","startTime":2572.59,"endTime":2576.13,"body":"wonder why they spent too much"},{"speaker":"Will Friedrich","startTime":2576.13,"endTime":2578.53,"body":"and they did. They they they"},{"speaker":"Will Friedrich","startTime":2576.13,"endTime":2578.53,"body":"they bought too much of the"},{"speaker":"Will Friedrich","startTime":2578.53,"endTime":2578.89,"body":"cloud,"},{"speaker":"Aaron Bock","startTime":2578.92,"endTime":2581.95,"body":"we get the question"},{"speaker":"Aaron Bock","startTime":2578.92,"endTime":2581.95,"body":"sometimes can you cap X cloud?"},{"speaker":"Aaron Bock","startTime":2581.98,"endTime":2585.25,"body":"Do you think there will ever be"},{"speaker":"Aaron Bock","startTime":2581.98,"endTime":2585.25,"body":"a way to cap X cloud spend? What"},{"speaker":"Aaron Bock","startTime":2585.25,"endTime":2588.07,"body":"do you think about that comment?"},{"speaker":"Aaron Bock","startTime":2585.25,"endTime":2588.07,"body":"And what are you seeing?"},{"speaker":"Will Friedrich","startTime":2588.55,"endTime":2591.4,"body":"Yeah, well,"},{"speaker":"Will Friedrich","startTime":2588.55,"endTime":2591.4,"body":"companies do that. Now. I think"},{"speaker":"Will Friedrich","startTime":2591.43,"endTime":2594.82,"body":"sometimes when that comment is"},{"speaker":"Will Friedrich","startTime":2591.43,"endTime":2594.82,"body":"made, it's in the context of"},{"speaker":"Will Friedrich","startTime":2595.06,"endTime":2598.27,"body":"when you purchase a commitment."},{"speaker":"Will Friedrich","startTime":2595.06,"endTime":2598.27,"body":"And it doesn't really matter"},{"speaker":"Will Friedrich","startTime":2598.27,"endTime":2600.67,"body":"what the vehicle is could be a"},{"speaker":"Will Friedrich","startTime":2598.27,"endTime":2600.67,"body":"reservation instance, could be a"},{"speaker":"Will Friedrich","startTime":2600.67,"endTime":2602.74,"body":"savings plan could be a"},{"speaker":"Will Friedrich","startTime":2600.67,"endTime":2602.74,"body":"sustained usage. But when you're"},{"speaker":"Will Friedrich","startTime":2602.74,"endTime":2605.23,"body":"making that commitment, there's"},{"speaker":"Will Friedrich","startTime":2602.74,"endTime":2605.23,"body":"a weighted average cost of"},{"speaker":"Will Friedrich","startTime":2605.23,"endTime":2607.69,"body":"capital calculation that a lot"},{"speaker":"Will Friedrich","startTime":2605.23,"endTime":2607.69,"body":"of organizations make because"},{"speaker":"Will Friedrich","startTime":2607.69,"endTime":2610.9,"body":"that that prepayment, no matter"},{"speaker":"Will Friedrich","startTime":2607.69,"endTime":2610.9,"body":"how many instances or services"},{"speaker":"Will Friedrich","startTime":2610.9,"endTime":2613.24,"body":"you're running concurrently,"},{"speaker":"Will Friedrich","startTime":2610.9,"endTime":2613.24,"body":"could be in the hundreds of"},{"speaker":"Will Friedrich","startTime":2613.24,"endTime":2616.51,"body":"1000s of dollars. And so you're"},{"speaker":"Will Friedrich","startTime":2613.24,"endTime":2616.51,"body":"weighing that investment versus"},{"speaker":"Will Friedrich","startTime":2616.51,"endTime":2619.6,"body":"some of the other CapEx"},{"speaker":"Will Friedrich","startTime":2616.51,"endTime":2619.6,"body":"investments that the company"},{"speaker":"Will Friedrich","startTime":2619.6,"endTime":2622.99,"body":"might make. And once you get"},{"speaker":"Will Friedrich","startTime":2619.6,"endTime":2622.99,"body":"past that, you you then make"},{"speaker":"Will Friedrich","startTime":2622.99,"endTime":2625.39,"body":"that purchase and amortize it"},{"speaker":"Will Friedrich","startTime":2622.99,"endTime":2625.39,"body":"over the term that you purchased"},{"speaker":"Will Friedrich","startTime":2625.39,"endTime":2628.93,"body":"it for. So there are a lot of"},{"speaker":"Will Friedrich","startTime":2625.39,"endTime":2628.93,"body":"times they consider those those"},{"speaker":"Will Friedrich","startTime":2628.93,"endTime":2632.53,"body":"commitment based purchases to be"},{"speaker":"Will Friedrich","startTime":2628.93,"endTime":2632.53,"body":"capital expenditures, even"},{"speaker":"Will Friedrich","startTime":2632.53,"endTime":2635.68,"body":"though the on demand consumption"},{"speaker":"Will Friedrich","startTime":2632.53,"endTime":2635.68,"body":"of that resource would be would"},{"speaker":"Will Friedrich","startTime":2635.68,"endTime":2639.55,"body":"be an OP X type type of model."},{"speaker":"Will Friedrich","startTime":2635.68,"endTime":2639.55,"body":"So we're already seeing that"},{"speaker":"Will Friedrich","startTime":2639.58,"endTime":2642.76,"body":"today. And a lot of companies do"},{"speaker":"Will Friedrich","startTime":2639.58,"endTime":2642.76,"body":"that they treat that commitment,"},{"speaker":"Will Friedrich","startTime":2642.76,"endTime":2645.85,"body":"like a project, which is which"},{"speaker":"Will Friedrich","startTime":2642.76,"endTime":2645.85,"body":"is actually a good a good"},{"speaker":"Will Friedrich","startTime":2645.85,"endTime":2649.09,"body":"strategy, because it takes you"},{"speaker":"Will Friedrich","startTime":2645.85,"endTime":2649.09,"body":"through the breakeven and takes"},{"speaker":"Will Friedrich","startTime":2649.09,"endTime":2651.19,"body":"you through the weighted average"},{"speaker":"Will Friedrich","startTime":2649.09,"endTime":2651.19,"body":"cost of capital calculation to"},{"speaker":"Aaron Bock","startTime":2651.47,"endTime":2654.83,"body":"do you see, you"},{"speaker":"Aaron Bock","startTime":2651.47,"endTime":2654.83,"body":"know, I guess I hate to go back"},{"speaker":"Aaron Bock","startTime":2654.83,"endTime":2657.47,"body":"to this, but you mentioned this,"},{"speaker":"Aaron Bock","startTime":2654.83,"endTime":2657.47,"body":"and you kind of brought up"},{"speaker":"Aaron Bock","startTime":2657.47,"endTime":2660.14,"body":"something that I've heard a"},{"speaker":"Aaron Bock","startTime":2657.47,"endTime":2660.14,"body":"couple times recently, you know,"},{"speaker":"Aaron Bock","startTime":2660.14,"endTime":2663.32,"body":"customers, your traditional"},{"speaker":"Aaron Bock","startTime":2660.14,"endTime":2663.32,"body":"providers, when you think of"},{"speaker":"Aaron Bock","startTime":2663.38,"endTime":2666.8,"body":"traditional infrastructure, you"},{"speaker":"Aaron Bock","startTime":2663.38,"endTime":2666.8,"body":"know, they always Microsoft is a"},{"speaker":"Aaron Bock","startTime":2666.8,"endTime":2671.99,"body":"perfect example with your your"},{"speaker":"Aaron Bock","startTime":2666.8,"endTime":2671.99,"body":"email licensing, O365 M365. You"},{"speaker":"Aaron Bock","startTime":2671.99,"endTime":2675.71,"body":"would sign an EA and you commit"},{"speaker":"Aaron Bock","startTime":2671.99,"endTime":2675.71,"body":"to levels of spin blah, blah,"},{"speaker":"Aaron Bock","startTime":2675.71,"endTime":2680.15,"body":"blah. I've heard more recently,"},{"speaker":"Aaron Bock","startTime":2675.71,"endTime":2680.15,"body":"companies, enterprises a lot of"},{"speaker":"Aaron Bock","startTime":2680.15,"endTime":2684.8,"body":"times who are in a battle with"},{"speaker":"Aaron Bock","startTime":2680.15,"endTime":2684.8,"body":"certain you know, okay, do we go"},{"speaker":"Aaron Bock","startTime":2684.8,"endTime":2687.53,"body":"Azure? Do we go GCP they're"},{"speaker":"Aaron Bock","startTime":2684.8,"endTime":2687.53,"body":"probably not looking at the"},{"speaker":"Aaron Bock","startTime":2687.53,"endTime":2690.02,"body":"multi cloud as much as they"},{"speaker":"Aaron Bock","startTime":2687.53,"endTime":2690.02,"body":"should be. But let's just say"},{"speaker":"Aaron Bock","startTime":2690.02,"endTime":2693.83,"body":"that they're getting a sweet"},{"speaker":"Aaron Bock","startTime":2690.02,"endTime":2693.83,"body":"deal. Air quotes on that, like"},{"speaker":"Aaron Bock","startTime":2693.83,"endTime":2697.4,"body":"from one of the cloud providers"},{"speaker":"Aaron Bock","startTime":2693.83,"endTime":2697.4,"body":"to say, hey, commit to this"},{"speaker":"Aaron Bock","startTime":2697.4,"endTime":2702.05,"body":"level of spend. Do you think"},{"speaker":"Aaron Bock","startTime":2697.4,"endTime":2702.05,"body":"that those are good things for"},{"speaker":"Aaron Bock","startTime":2702.05,"endTime":2705.2,"body":"companies or because because I"},{"speaker":"Aaron Bock","startTime":2702.05,"endTime":2705.2,"body":"look at it and say, If you"},{"speaker":"Aaron Bock","startTime":2705.2,"endTime":2707.93,"body":"commit to a level spend, you're"},{"speaker":"Aaron Bock","startTime":2705.2,"endTime":2707.93,"body":"you're basically forcing"},{"speaker":"Aaron Bock","startTime":2707.93,"endTime":2711.32,"body":"yourself to get to some level"},{"speaker":"Aaron Bock","startTime":2707.93,"endTime":2711.32,"body":"that you might not need to. And"},{"speaker":"Aaron Bock","startTime":2711.32,"endTime":2714.29,"body":"so you're finding any way to do"},{"speaker":"Aaron Bock","startTime":2711.32,"endTime":2714.29,"body":"it, I could see why you think"},{"speaker":"Aaron Bock","startTime":2714.29,"endTime":2717.05,"body":"it'd be good because hey, we got"},{"speaker":"Aaron Bock","startTime":2714.29,"endTime":2717.05,"body":"to get there one way or another."},{"speaker":"Aaron Bock","startTime":2717.05,"endTime":2721.25,"body":"So let's just commit. But I also"},{"speaker":"Aaron Bock","startTime":2717.05,"endTime":2721.25,"body":"see that it could prevent people"},{"speaker":"Aaron Bock","startTime":2721.25,"endTime":2723.8,"body":"from really embracing fin ops to"},{"speaker":"Aaron Bock","startTime":2721.25,"endTime":2723.8,"body":"say, Are we spending the right"},{"speaker":"Aaron Bock","startTime":2723.8,"endTime":2726.68,"body":"amount of money? Or okay, we"},{"speaker":"Aaron Bock","startTime":2723.8,"endTime":2726.68,"body":"spend our money, we spend our"},{"speaker":"Aaron Bock","startTime":2726.68,"endTime":2729.05,"body":"commitment, that's great, where"},{"speaker":"Aaron Bock","startTime":2726.68,"endTime":2729.05,"body":"they're like, I doesn't"},{"speaker":"Aaron Bock","startTime":2729.05,"endTime":2732.5,"body":"incentivize you to optimize. And"},{"speaker":"Aaron Bock","startTime":2729.05,"endTime":2732.5,"body":"that's my big problem with it."},{"speaker":"Aaron Bock","startTime":2732.53,"endTime":2733.88,"body":"I'm curious, your thoughts?"},{"speaker":"Will Friedrich","startTime":2733.21,"endTime":2735.54,"body":"Yeah. Well, in"},{"speaker":"Will Friedrich","startTime":2733.21,"endTime":2735.54,"body":"the case of Microsoft, for"},{"speaker":"Will Friedrich","startTime":2735.596,"endTime":2739.177,"body":"example, there's the agreement,"},{"speaker":"Will Friedrich","startTime":2735.596,"endTime":2739.177,"body":"which depending on what kind of"},{"speaker":"Will Friedrich","startTime":2739.234,"endTime":2742.53,"body":"agreement you signed, it's"},{"speaker":"Will Friedrich","startTime":2739.234,"endTime":2742.53,"body":"really entitlement, right? What"},{"speaker":"Will Friedrich","startTime":2742.587,"endTime":2746.053,"body":"type of discounts or, what type"},{"speaker":"Will Friedrich","startTime":2742.587,"endTime":2746.053,"body":"of access to consume services"},{"speaker":"Will Friedrich","startTime":2746.11,"endTime":2749.747,"body":"across the board do you have and"},{"speaker":"Will Friedrich","startTime":2746.11,"endTime":2749.747,"body":"then within that, you can still"},{"speaker":"Will Friedrich","startTime":2749.804,"endTime":2752.816,"body":"make targeted commitment"},{"speaker":"Will Friedrich","startTime":2749.804,"endTime":2752.816,"body":"purchases, based on what you"},{"speaker":"Will Friedrich","startTime":2752.873,"endTime":2756.453,"body":"need. And so there's different"},{"speaker":"Will Friedrich","startTime":2752.873,"endTime":2756.453,"body":"use cases for whether or not you"},{"speaker":"Will Friedrich","startTime":2756.51,"endTime":2759.465,"body":"would you would do that. So"},{"speaker":"Will Friedrich","startTime":2756.51,"endTime":2759.465,"body":"you'd have an enterprise"},{"speaker":"Will Friedrich","startTime":2759.522,"endTime":2763.159,"body":"agreement, that that is based on"},{"speaker":"Will Friedrich","startTime":2759.522,"endTime":2763.159,"body":"some overall consumption model,"},{"speaker":"Will Friedrich","startTime":2763.216,"endTime":2766.626,"body":"and you would put your highest"},{"speaker":"Will Friedrich","startTime":2763.216,"endTime":2766.626,"body":"volume, most sustained, least"},{"speaker":"Will Friedrich","startTime":2766.683,"endTime":2770.149,"body":"likely to change most dependable"},{"speaker":"Will Friedrich","startTime":2766.683,"endTime":2770.149,"body":"workloads, you can put those"},{"speaker":"Will Friedrich","startTime":2770.206,"endTime":2773.559,"body":"through a one year commitment,"},{"speaker":"Will Friedrich","startTime":2770.206,"endTime":2773.559,"body":"let's say even a three year,"},{"speaker":"Will Friedrich","startTime":2773.616,"endTime":2776.855,"body":"again, depending on what the"},{"speaker":"Will Friedrich","startTime":2773.616,"endTime":2776.855,"body":"workloads are doing. But for"},{"speaker":"Will Friedrich","startTime":2776.912,"endTime":2780.208,"body":"your product development, and"},{"speaker":"Will Friedrich","startTime":2776.912,"endTime":2780.208,"body":"for your r\u0026d and things that"},{"speaker":"Will Friedrich","startTime":2780.265,"endTime":2783.675,"body":"need to change on a dime. That's"},{"speaker":"Will Friedrich","startTime":2780.265,"endTime":2783.675,"body":"risky. And so you might not"},{"speaker":"Will Friedrich","startTime":2783.732,"endTime":2787.312,"body":"necessarily commit to those, you"},{"speaker":"Will Friedrich","startTime":2783.732,"endTime":2787.312,"body":"might work Spot Instances, for"},{"speaker":"Will Friedrich","startTime":2787.369,"endTime":2790.665,"body":"example, you might try to work"},{"speaker":"Will Friedrich","startTime":2787.369,"endTime":2790.665,"body":"those into your plan, those"},{"speaker":"Will Friedrich","startTime":2790.722,"endTime":2794.189,"body":"actually carry deeper discounts"},{"speaker":"Will Friedrich","startTime":2790.722,"endTime":2794.189,"body":"than reservations themselves."},{"speaker":"Will Friedrich","startTime":2794.245,"endTime":2797.087,"body":"And if you use them"},{"speaker":"Will Friedrich","startTime":2794.245,"endTime":2797.087,"body":"appropriately, you can achieve"},{"speaker":"Will Friedrich","startTime":2797.144,"endTime":2800.042,"body":"bigger discounts for"},{"speaker":"Will Friedrich","startTime":2797.144,"endTime":2800.042,"body":"applications you're developing"},{"speaker":"Will Friedrich","startTime":2800.099,"endTime":2803.736,"body":"where your resource needs could"},{"speaker":"Will Friedrich","startTime":2800.099,"endTime":2803.736,"body":"change significantly, your usage"},{"speaker":"Will Friedrich","startTime":2803.793,"endTime":2807.089,"body":"patterns do this, they spike up"},{"speaker":"Will Friedrich","startTime":2803.793,"endTime":2807.089,"body":"and down. They're not very"},{"speaker":"Will Friedrich","startTime":2807.146,"endTime":2810.499,"body":"consistent. So again, it comes"},{"speaker":"Will Friedrich","startTime":2807.146,"endTime":2810.499,"body":"back to use case but I think"},{"speaker":"Will Friedrich","startTime":2810.556,"endTime":2813.17,"body":"it's always the right"},{"speaker":"Will Friedrich","startTime":2810.556,"endTime":2813.17,"body":"combination. I don't the"},{"speaker":"Will Friedrich","startTime":2813.227,"endTime":2816.58,"body":"providers have set customers up"},{"speaker":"Will Friedrich","startTime":2813.227,"endTime":2816.58,"body":"to get trapped in the is an"},{"speaker":"Will Friedrich","startTime":2816.637,"endTime":2819.819,"body":"enterprise agreement or not,"},{"speaker":"Will Friedrich","startTime":2816.637,"endTime":2819.819,"body":"it's a commitment or not, I"},{"speaker":"Will Friedrich","startTime":2819.876,"endTime":2823.399,"body":"think those are good. In certain"},{"speaker":"Will Friedrich","startTime":2819.876,"endTime":2823.399,"body":"cases, I think where you need"},{"speaker":"Will Friedrich","startTime":2823.456,"endTime":2826.809,"body":"flexibility, they might not be"},{"speaker":"Will Friedrich","startTime":2823.456,"endTime":2826.809,"body":"as good could be riskier and"},{"speaker":"Will Friedrich","startTime":2826.866,"endTime":2830.162,"body":"more expensive in the long run"},{"speaker":"Will Friedrich","startTime":2826.866,"endTime":2830.162,"body":"to commit to something now,"},{"speaker":"Will Friedrich","startTime":2830.219,"endTime":2832.72,"body":"there's other avenues to get to"},{"speaker":"Will Friedrich","startTime":2830.219,"endTime":2832.72,"body":"that saving."},{"speaker":"Aaron Bock","startTime":2832.81,"endTime":2835.24,"body":"Yeah, and I don't"},{"speaker":"Aaron Bock","startTime":2832.81,"endTime":2835.24,"body":"mean to say they're always bad,"},{"speaker":"Aaron Bock","startTime":2835.24,"endTime":2839.26,"body":"I just see in certain situations"},{"speaker":"Aaron Bock","startTime":2835.24,"endTime":2839.26,"body":"where it's, it's two-one, it's"},{"speaker":"Aaron Bock","startTime":2839.29,"endTime":2842.23,"body":"like you said, multicloud, which"},{"speaker":"Aaron Bock","startTime":2839.29,"endTime":2842.23,"body":"I agree that you need to really"},{"speaker":"Aaron Bock","startTime":2842.23,"endTime":2845.56,"body":"consider multi cloud approach. I"},{"speaker":"Aaron Bock","startTime":2842.23,"endTime":2845.56,"body":"just think that I see it in the"},{"speaker":"Aaron Bock","startTime":2845.56,"endTime":2848.71,"body":"light of there's too many,"},{"speaker":"Aaron Bock","startTime":2845.56,"endTime":2848.71,"body":"there's too much being put into"},{"speaker":"Aaron Bock","startTime":2848.71,"endTime":2851.35,"body":"one just because of a number"},{"speaker":"Aaron Bock","startTime":2848.71,"endTime":2851.35,"body":"that was put out. And I think"},{"speaker":"Aaron Bock","startTime":2851.35,"endTime":2854.77,"body":"it's lack of understanding of"},{"speaker":"Aaron Bock","startTime":2851.35,"endTime":2854.77,"body":"what what you should andcould be"},{"speaker":"Aaron Bock","startTime":2854.77,"endTime":2857.68,"body":"doing. So I definitely agree"},{"speaker":"Aaron Bock","startTime":2854.77,"endTime":2857.68,"body":"with you. And I think there's"},{"speaker":"Aaron Bock","startTime":2857.68,"endTime":2861.19,"body":"always you know, a use case. And"},{"speaker":"Aaron Bock","startTime":2857.68,"endTime":2861.19,"body":"there's always a scenario that"},{"speaker":"Aaron Bock","startTime":2861.19,"endTime":2865.24,"body":"does work and doesn't work for"},{"speaker":"Aaron Bock","startTime":2861.19,"endTime":2865.24,"body":"the listeners. And this is kind"},{"speaker":"Aaron Bock","startTime":2865.24,"endTime":2868.84,"body":"of how we always close our"},{"speaker":"Aaron Bock","startTime":2865.24,"endTime":2868.84,"body":"episode. Will, by the way, this"},{"speaker":"Aaron Bock","startTime":2868.84,"endTime":2873.13,"body":"has been a super insightful"},{"speaker":"Aaron Bock","startTime":2868.84,"endTime":2873.13,"body":"show. I think a lot of folks"},{"speaker":"Aaron Bock","startTime":2873.13,"endTime":2875.98,"body":"will learn a lot from this"},{"speaker":"Aaron Bock","startTime":2873.13,"endTime":2875.98,"body":"really appreciate you sharing,"},{"speaker":"Aaron Bock","startTime":2876.16,"endTime":2878.86,"body":"you're giving a State of the"},{"speaker":"Aaron Bock","startTime":2876.16,"endTime":2878.86,"body":"Union, the Will Friederick State"},{"speaker":"Aaron Bock","startTime":2878.86,"endTime":2881.53,"body":"of the Union in front of a"},{"speaker":"Aaron Bock","startTime":2878.86,"endTime":2881.53,"body":"million, 10 million people,"},{"speaker":"Aaron Bock","startTime":2881.53,"endTime":2884.83,"body":"however many people you want to"},{"speaker":"Aaron Bock","startTime":2881.53,"endTime":2884.83,"body":"give a lot of people and you get"},{"speaker":"Aaron Bock","startTime":2884.83,"endTime":2889.12,"body":"to give one piece of advice. It"},{"speaker":"Aaron Bock","startTime":2884.83,"endTime":2889.12,"body":"can be general it general cloud,"},{"speaker":"Aaron Bock","startTime":2889.3,"endTime":2893.32,"body":"specifically about fin ops and"},{"speaker":"Aaron Bock","startTime":2889.3,"endTime":2893.32,"body":"ops in general. What advice do"},{"speaker":"Aaron Bock","startTime":2893.32,"endTime":2894.25,"body":"you give to people?"},{"speaker":"Will Friedrich","startTime":2894.6,"endTime":2899.76,"body":"That's a good"},{"speaker":"Will Friedrich","startTime":2894.6,"endTime":2899.76,"body":"question, you know, Aaron, I"},{"speaker":"Will Friedrich","startTime":2899.76,"endTime":2903.09,"body":"think of it like this, I'll"},{"speaker":"Will Friedrich","startTime":2899.76,"endTime":2903.09,"body":"think that I'm imagining myself"},{"speaker":"Will Friedrich","startTime":2903.09,"endTime":2906.66,"body":"speaking to, let's say 10"},{"speaker":"Will Friedrich","startTime":2903.09,"endTime":2906.66,"body":"million young people early in"},{"speaker":"Will Friedrich","startTime":2906.66,"endTime":2910.89,"body":"career first or second year. And"},{"speaker":"Will Friedrich","startTime":2906.66,"endTime":2910.89,"body":"this is something that I helped"},{"speaker":"Will Friedrich","startTime":2910.89,"endTime":2914.79,"body":"with, you know, coaching our"},{"speaker":"Will Friedrich","startTime":2910.89,"endTime":2914.79,"body":"teams, help coaching staff,"},{"speaker":"Will Friedrich","startTime":2914.82,"endTime":2918.36,"body":"whatever the case, and even"},{"speaker":"Will Friedrich","startTime":2914.82,"endTime":2918.36,"body":"something that I pay attention"},{"speaker":"Will Friedrich","startTime":2918.36,"endTime":2921.6,"body":"to as I'm as I'm doing it,"},{"speaker":"Will Friedrich","startTime":2918.36,"endTime":2921.6,"body":"borrowing from there, there's a"},{"speaker":"Will Friedrich","startTime":2921.6,"endTime":2924.99,"body":"book by Dr. Jordan Peterson."},{"speaker":"Will Friedrich","startTime":2921.6,"endTime":2924.99,"body":"It's called 12 rules for life."},{"speaker":"Will Friedrich","startTime":2925.02,"endTime":2928.98,"body":"And it's really an anecdote to"},{"speaker":"Will Friedrich","startTime":2925.02,"endTime":2928.98,"body":"empower you as an individual to"},{"speaker":"Will Friedrich","startTime":2928.98,"endTime":2932.04,"body":"help you be more valuable to"},{"speaker":"Will Friedrich","startTime":2928.98,"endTime":2932.04,"body":"yourself, your community, your"},{"speaker":"Will Friedrich","startTime":2932.04,"endTime":2935.16,"body":"organizations, and one of the"},{"speaker":"Will Friedrich","startTime":2932.04,"endTime":2935.16,"body":"rules is be precise in your"},{"speaker":"Will Friedrich","startTime":2935.16,"endTime":2938.7,"body":"speech. And when I read that,"},{"speaker":"Will Friedrich","startTime":2935.16,"endTime":2938.7,"body":"and I read the chapter"},{"speaker":"Will Friedrich","startTime":2938.7,"endTime":2942.63,"body":"corresponding to that rule, it"},{"speaker":"Will Friedrich","startTime":2938.7,"endTime":2942.63,"body":"really, really hit home with me."},{"speaker":"Will Friedrich","startTime":2942.63,"endTime":2946.62,"body":"And you see that a lot in"},{"speaker":"Will Friedrich","startTime":2942.63,"endTime":2946.62,"body":"professional and personal life."},{"speaker":"Will Friedrich","startTime":2946.65,"endTime":2950.79,"body":"And I think it comes down to not"},{"speaker":"Will Friedrich","startTime":2946.65,"endTime":2950.79,"body":"spending too much time making"},{"speaker":"Will Friedrich","startTime":2950.82,"endTime":2954.03,"body":"generalist claims about whatever"},{"speaker":"Will Friedrich","startTime":2950.82,"endTime":2954.03,"body":"it is that you're talking about,"},{"speaker":"Will Friedrich","startTime":2954.36,"endTime":2956.22,"body":"whether you're talking to a"},{"speaker":"Will Friedrich","startTime":2954.36,"endTime":2956.22,"body":"customer, whether you're talking"},{"speaker":"Will Friedrich","startTime":2956.22,"endTime":2959.07,"body":"to a partner, whether you're"},{"speaker":"Will Friedrich","startTime":2956.22,"endTime":2959.07,"body":"talking to whatever it is, in a"},{"speaker":"Will Friedrich","startTime":2959.07,"endTime":2962.79,"body":"professional sense. So I would"},{"speaker":"Will Friedrich","startTime":2959.07,"endTime":2962.79,"body":"say I always try to encourage"},{"speaker":"Will Friedrich","startTime":2962.79,"endTime":2967.38,"body":"people to at a certain point,"},{"speaker":"Will Friedrich","startTime":2962.79,"endTime":2967.38,"body":"that that claim should be backed"},{"speaker":"Will Friedrich","startTime":2967.38,"endTime":2970.8,"body":"by a piece of data. And then"},{"speaker":"Will Friedrich","startTime":2967.38,"endTime":2970.8,"body":"that data point is used to"},{"speaker":"Will Friedrich","startTime":2970.8,"endTime":2973.47,"body":"substantiate that claim. And"},{"speaker":"Will Friedrich","startTime":2970.8,"endTime":2973.47,"body":"then coming up with, you know,"},{"speaker":"Will Friedrich","startTime":2973.47,"endTime":2977.16,"body":"putting that data point in"},{"speaker":"Will Friedrich","startTime":2973.47,"endTime":2977.16,"body":"context. So going back to the"},{"speaker":"Will Friedrich","startTime":2977.16,"endTime":2980.58,"body":"comment I made about compound"},{"speaker":"Will Friedrich","startTime":2977.16,"endTime":2980.58,"body":"annual growth rate between Cloud"},{"speaker":"Will Friedrich","startTime":2980.58,"endTime":2983.46,"body":"Spin and traditional it spin. I"},{"speaker":"Will Friedrich","startTime":2980.58,"endTime":2983.46,"body":"think a lot of people could go"},{"speaker":"Will Friedrich","startTime":2983.46,"endTime":2985.5,"body":"out there and make the claim"},{"speaker":"Will Friedrich","startTime":2983.46,"endTime":2985.5,"body":"that the cloud is great, and"},{"speaker":"Will Friedrich","startTime":2985.5,"endTime":2988.32,"body":"it's growing and all these types"},{"speaker":"Will Friedrich","startTime":2985.5,"endTime":2988.32,"body":"of things. But look at the"},{"speaker":"Will Friedrich","startTime":2988.32,"endTime":2991.77,"body":"numbers. And then what are the"},{"speaker":"Will Friedrich","startTime":2988.32,"endTime":2991.77,"body":"numbers suggest, right? And you"},{"speaker":"Will Friedrich","startTime":2991.77,"endTime":2994.74,"body":"could even go out and say"},{"speaker":"Will Friedrich","startTime":2991.77,"endTime":2994.74,"body":"something like, well, Cloud is"},{"speaker":"Will Friedrich","startTime":2994.74,"endTime":2998.49,"body":"growing in the US across two"},{"speaker":"Will Friedrich","startTime":2994.74,"endTime":2998.49,"body":"segments by 15% a year but what"},{"speaker":"Will Friedrich","startTime":2998.49,"endTime":3001.76,"body":"does that mean? Compared to"},{"speaker":"Will Friedrich","startTime":2998.49,"endTime":3001.76,"body":"what? And when. So when you look"},{"speaker":"Will Friedrich","startTime":3001.76,"endTime":3004.79,"body":"at that compared to traditional"},{"speaker":"Will Friedrich","startTime":3001.76,"endTime":3004.79,"body":"spend, it's like, wow, 15% is a"},{"speaker":"Will Friedrich","startTime":3004.79,"endTime":3009.26,"body":"lot more than 1.3%. Those two"},{"speaker":"Will Friedrich","startTime":3004.79,"endTime":3009.26,"body":"growth trajectories are not even"},{"speaker":"Will Friedrich","startTime":3009.26,"endTime":3013.31,"body":"on the same plane. That's just"},{"speaker":"Will Friedrich","startTime":3009.26,"endTime":3013.31,"body":"kind of a silly example in the"},{"speaker":"Will Friedrich","startTime":3013.31,"endTime":3016.43,"body":"context of this conversation."},{"speaker":"Will Friedrich","startTime":3013.31,"endTime":3016.43,"body":"But but it really goes back to,"},{"speaker":"Will Friedrich","startTime":3016.46,"endTime":3020.12,"body":"you know, being precise in your"},{"speaker":"Will Friedrich","startTime":3016.46,"endTime":3020.12,"body":"speech, and being able to use"},{"speaker":"Will Friedrich","startTime":3020.12,"endTime":3023.03,"body":"data and information to back up"},{"speaker":"Will Friedrich","startTime":3020.12,"endTime":3023.03,"body":"your claims. I think it really"},{"speaker":"Will Friedrich","startTime":3023.03,"endTime":3025.28,"body":"helps conversations and really"},{"speaker":"Will Friedrich","startTime":3023.03,"endTime":3025.28,"body":"gets to the heart of what you're"},{"speaker":"Will Friedrich","startTime":3025.28,"endTime":3029.96,"body":"trying to say. So that would be"},{"speaker":"Will Friedrich","startTime":3025.28,"endTime":3029.96,"body":"my tidbit for for young"},{"speaker":"Will Friedrich","startTime":3029.96,"endTime":3031.07,"body":"professionals, I would say."},{"speaker":"Aaron Bock","startTime":3031.67,"endTime":3034.07,"body":"We appreciate you"},{"speaker":"Aaron Bock","startTime":3031.67,"endTime":3034.07,"body":"sharing that. Will, we"},{"speaker":"Aaron Bock","startTime":3034.07,"endTime":3037.28,"body":"appreciate you joining the show"},{"speaker":"Aaron Bock","startTime":3034.07,"endTime":3037.28,"body":"today. Thank you for sharing all"},{"speaker":"Aaron Bock","startTime":3037.28,"endTime":3040.16,"body":"the information that you have."},{"speaker":"Aaron Bock","startTime":3037.28,"endTime":3040.16,"body":"Will, how can people get in"},{"speaker":"Aaron Bock","startTime":3040.16,"endTime":3041.78,"body":"touch with you if they want to"},{"speaker":"Aaron Bock","startTime":3040.16,"endTime":3041.78,"body":"reach out?"},{"speaker":"Will Friedrich","startTime":3042.23,"endTime":3044.66,"body":"Yeah,"},{"speaker":"Will Friedrich","startTime":3042.23,"endTime":3044.66,"body":"absolutely. You can reach me"},{"speaker":"Will Friedrich","startTime":3044.66,"endTime":3047.75,"body":"through LinkedIn, that's"},{"speaker":"Will Friedrich","startTime":3044.66,"endTime":3047.75,"body":"probably my preferred social"},{"speaker":"Will Friedrich","startTime":3047.75,"endTime":3051.2,"body":"media outlet. Or you can you can"},{"speaker":"Will Friedrich","startTime":3047.75,"endTime":3051.2,"body":"reach me through email"},{"speaker":"Will Friedrich","startTime":3051.23,"endTime":3056.78,"body":"william.friederick@experis.com."},{"speaker":"Will Friedrich","startTime":3051.23,"endTime":3056.78,"body":"And yeah, I would love to chat"},{"speaker":"Will Friedrich","startTime":3056.78,"endTime":3062.03,"body":"fin ops and to chat cloud and"},{"speaker":"Will Friedrich","startTime":3056.78,"endTime":3062.03,"body":"services. I'm a community member"},{"speaker":"Will Friedrich","startTime":3062.03,"endTime":3065.15,"body":"of the fin ops foundation so you"},{"speaker":"Will Friedrich","startTime":3062.03,"endTime":3065.15,"body":"can find me on their Slack"},{"speaker":"Will Friedrich","startTime":3065.15,"endTime":3067.79,"body":"channel. So all of those are"},{"speaker":"Will Friedrich","startTime":3065.15,"endTime":3067.79,"body":"great."},{"speaker":"Aaron Bock","startTime":3067.83,"endTime":3070.38,"body":"Well, thanks for"},{"speaker":"Aaron Bock","startTime":3067.83,"endTime":3070.38,"body":"joining Will, we will put the"},{"speaker":"Aaron Bock","startTime":3070.41,"endTime":3074.46,"body":"information in the show notes."},{"speaker":"Aaron Bock","startTime":3070.41,"endTime":3074.46,"body":"Super insightful. I hope you all"},{"speaker":"Aaron Bock","startTime":3074.46,"endTime":3077.49,"body":"enjoyed this episode. Thanks for"},{"speaker":"Aaron Bock","startTime":3074.46,"endTime":3077.49,"body":"listening. And I hope you guys"},{"speaker":"Aaron Bock","startTime":3077.49,"endTime":3078.72,"body":"have a great rest of the day."},{"speaker":"Narrator","startTime":3081.12,"endTime":3083.85,"body":"Thanks for listening."},{"speaker":"Narrator","startTime":3081.12,"endTime":3083.85,"body":"The IT Matters podcast is"},{"speaker":"Narrator","startTime":3083.85,"endTime":3086.76,"body":"produced by a color and it"},{"speaker":"Narrator","startTime":3083.85,"endTime":3086.76,"body":"advisory firm that helps"},{"speaker":"Narrator","startTime":3086.76,"endTime":3090.6,"body":"businesses navigate the vast and"},{"speaker":"Narrator","startTime":3086.76,"endTime":3090.6,"body":"complex IT marketplace. Learn"},{"speaker":"Narrator","startTime":3090.6,"endTime":3094.47,"body":"more about up kala at op"},{"speaker":"Narrator","startTime":3090.6,"endTime":3094.47,"body":"klla.com"}]}